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Area Mapping in Sales: 3 Ways It Can Help You Win More Deals

Author image - Heather McLeanby Heather McLean on
A sales area map of the US

As a sales leader, you're always looking for the advantage, but there's a secret weapon you may not have thought about yet: area mapping in sales. Imagine this. You're sitting down to a game of chess. You know that you and your opponent are evenly matched in skill, so you're feeling confident.  But wait, there's a catch. You sit down and someone hands you a blindfold. Your opponent gets to see the board and the pieces, but you're playing in...

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  • Reading Time: 6 minutes

https://www.espatial.com/articles/3-ways-mapping-boost-sales

Increase Outside Sales with Effective Territory Management

Author image - Liam Costelloby Liam Costello on
A clear territory map to help with effective territory management

Effective territory management is a problem most sales leaders, sales operations leaders and sales analysts agonize over. However, when you manage territories well, you can increase revenue and transform outside sales team efficiency. We hear from a lot of leaders who say their sales and service team members don't fully understand their territories. This gap in understanding leads to lost opportunities. But using a territory builder and realigning sales territories can result in a 2-7% increase in your sales. In...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/increase-outside-sales-with-effective-territory-management

The complete guide to fixing a broken sales process

Author image - Ronan Kilroyby Ronan Kilroy on

Having worked with hundreds of sales leaders and thousands of salespeople, there’s a definite problem holding them back: Unclear or non-existent sales process. This leads to a lot of challenges, but sales leader don’t always make the connection between these problems and their broken sales process. When you clearly define a sales process, many of the challenges your sales team faces will start to evaporate. How do I know if I have a sales process problem? Every week, we hear...

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  • Reading Time: 16 minutes

https://www.espatial.com/articles/the-complete-guide-to-fixing-a-broken-sales-process

Why Your Field Salespeople Are Always Busy, But Missing Their Targets

Author image - Gillian McCarthyby Gillian McCarthy on
Missing sales targets feature image

There is nothing more frustrating as a sales manager or a salesperson than missing targets, especially when you know you and your team are working hard. So how do you figure out what's going wrong? Analyze sales activity There are only so many hours in a day for a salesperson to sell, and you'll want to make sure that they're getting the most from their time. If you use a CRM system, you should be able to run a report...

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https://www.espatial.com/articles/why-your-field-salespeople-are-always-busy-but-missing-their-targets

Strategic Planning for Sales Territories: Creating a Roadmap for the Future

Author image - Heather McLeanby Heather McLean on
Value balanced territories ft

In a recent blog, we looked at how eSpatial's new Territory Manager can be used for operational scenario planning. Our hypothetical regional sales manager had to quickly cover a territory after a sales rep left the company. Now we'll look at how Territory Manager can be used for long-term strategic planning. Territory Manager allows you to save multiple versions of your territories. This is helpful during strategic planning because you can easily share them with key stakeholders, giving everyone the...

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  • Reading Time: 6 minutes

https://www.espatial.com/articles/strategic-planning-for-sales-territories-creating-a-roadmap-for-the-future

Sales Capacity Planning: Are You Getting the Most Out of Your Sales Team?

Author image - Heather McLeanby Heather McLean on
sales capacity planning

It's a business death knell: "But we've always done it this way!" Getting stuck in a rut is bad for business, especially when it comes to your sales team. Just because you've had five sales reps in a region for years doesn't mean it's the ideal number. That's why you need a sales capacity model. If you haven't reviewed your sales territories recently, business activity may have drastically changed. And if your sales reps have too many accounts or leads to follow...

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  • Reading Time: 5 minutes

https://www.espatial.com/articles/sales-capacity-planning-are-you-getting-the-most-out-of-your-sales-team

4 Steps For Onboarding a Field Sales Rep

A manager’s guide

by Barry Marron on
A sales manager using eSpatial to onboard a new field sales rep

Added a new member to your field sales team? Read on to learn how you can get them up and running more quickly. Starting a new field sales job is tough. Like other sales roles, you need to get to know a new team, new market offering, and a new sales story. But in field sales, you also need to get to know a new territory with a new set of established accounts and leads. So what can the sales...

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https://www.espatial.com/articles/4-steps-for-onboarding-a-field-sales-rep-a-managers-guide

Save time by reporting sales territory performance with mapping

Author image - Heather McLeanby Heather McLean on
Percent to target

If you're still using spreadsheets to track your sales territories and performance, we have good news for you. You can reclaim your time through territory and performance mapping! Nortek Air Solutions started mapping and cut the time they spend preparing reports by a month every year. Putting a little initial effort into preparing your data and mapping your territories can help you achieve similar long-term results. But how does mapping help improve the efficiency of your reporting? We'll show you!...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/save-time-by-reporting-sales-territory-performance-with-mapping

Field Sales Analysis

How to run your end of year/quarter push?

by Barry Marron on
Blog Strong territories

Quarter or year-end approaching? Find out how much opportunity is within reach of your field sales team so that you can maximize short-term performance. Running a field sales organisation is often a seasonal business. Sometimes you need to crank your sales performance to achieve an under-pressure quarterly or yearly target. But how much can you actually hope to achieve, and how do you go about it? Why is analysis important to your quarter-end push for field sales? Doing field sales...

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  • Reading Time: 6 minutes

https://www.espatial.com/articles/field-sales-analysis-how-to-run-my-end-of-year-quarter-push

Can A Geographic Lens Really Enhance Your Field Sales Analysis?

Author image - Gillian McCarthyby Gillian McCarthy on
Customer satisfaction

Here's the scenario You're an experienced sales analyst. You analyze the field sales team performance using CRM reports, excel sheets, pivot tables, charts, and graphs. It takes a significant amount of time to convert raw data into meaningful findings with actionable outcomes. In spite of this, the Sales Director wants that information yesterday. You can't get him the reports fast enough but they're not quite answering the questions he's asking. You need a new perspective on the data and your...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/can-a-geographic-lens-really-enhance-your-field-sales-analysis

Avoiding the Field Sales ‘Milk Run’

Author image - Ronan Kilroyby Ronan Kilroy on
Milk

Do you ever worry that your sales team are just visiting the same customers week in week out? Are you concerned that they have too many potential customers in the area? And are not making the best decisions about who to call on? Does your sale need face to face contact? If so, it is critical that your sales team are making good decisions about where to spend their time. A typical response we hear from Sales Leaders is "I...

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  • Reading Time: 5 minutes

https://www.espatial.com/articles/avoiding-the-field-sales-milk-run

How to Reduce Cost of Sales

Author image - Stephen Curranby Stephen Curran on
Territory management map

If you have read enough sales blogs you will have seen the term "do more for less" a million times. But what does that really mean? In most cases, the blog will refer to areas such as motivation, sales processes, people management, keeping pipelines full etc. But most good sales managers are aware and on top of these things. Are there any methods you can implement today that will be both revenue effective and cost-effective? The Problem Sales reps only...

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  • Reading Time: 3 minutes

https://www.espatial.com/articles/how-to-reduce-cost-of-sales

3 Ways Field Sales Teams Can Prospect More Effectively

Author image - Colm Kennyby Colm Kenny on
Routing 1

Is your field sales team struggling to meet its target? The reason could be the process for prospecting is just not working. Many sales managers have a team of field reps operating in the field and at the end of every quarter their numbers come in, they may just hit their target however there is a feeling that they can be doing so much more. They're just not prospecting good enough. They aren't taking advantage of the high potential leads,...

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  • Reading Time: 4 minutes

https://www.espatial.com/articles/3-ways-field-sales-teams-can-prospect-more-effectively

3 Data Driven Questions to Answer Before Making Your Next Sales Hire

Author image - Gillian McCarthyby Gillian McCarthy on
Workload Balancing

Is your field sales team in need of some additional resources? Have you been receiving customer complaints about the quality of service they're getting from your sales reps? Is your sales team starting to complain about the workload? You know you need to increase the number of field sales reps on your team to carry the workload efficiently. However, your opinion isn't likely to be enough for a recruitment drive to be signed off on by senior management. You need...

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  • Reading Time: 5 minutes

https://www.espatial.com/articles/3-data-driven-questions-to-answer-before-making-your-next-sales-hire

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