Online sales territory mapping in the new normal
Since COVID-19, field sales teams across the US have had to learn how to prospect, create opportunities and close deals in challenging and unfamiliar circumstances. Field sales reps have had to switch to video calls and have seen their sales pipelines dry up as customer budgets are frozen. This has placed a renewed emphasis on sales leaders to prioritize efficiency -- cutting waste and finding ways to do more with less. Sales efficiency and territory mapping A relatively quick and...
Category:
- Territory Management: Sales
- Reading Time: 5 minutes
https://www.espatial.com/articles/online-sales-territory-mapping-in-the-new-normal
12 proven territory management tips for sales teams
If you run a sales team with reps out in the field, you'll probably spend a lot of time looking at your territories. How you assign and align your sales territories can have a big impact on sales performance. And like so many things in sales, territory management is not a one-off task. Sales territories need constant adjustment as key inputs change. In this article we share 12 actionable territory management tips for sales leaders. These tips are based on...
Category:
- Territory Management: Sales
- Reading Time: 6 minutes
https://www.espatial.com/articles/sales-territory-management-tips
Sales territory management: Why the best sales ops teams are prioritizing it
Sales territory management is a valuable lever in the hands of sales leadership and sales operations teams. It's about optimizing sales resources across geographical areas, which drives improved sales efficiency and sales performance. This year has been highly disruptive for businesses across all sectors of the economy. Sales leaders have had to embrace new ways of working. For example, according to McKinsey & Company, 90 per cent of sales teams have moved to selling through phone or video conference calls....
- Reading Time: 7 minutes
https://www.espatial.com/articles/sales-territory-management
Area Mapping in Sales: 3 Ways It Can Help You Win More Deals
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...
- Reading Time: 6 minutes
https://www.espatial.com/articles/3-ways-mapping-boost-sales
Sales Capacity Planning: Are You Getting the Most Out of Your Sales Team?
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...
- Reading Time: 5 minutes
https://www.espatial.com/articles/sales-capacity-planning-are-you-getting-the-most-out-of-your-sales-team
Make smarter, faster decisions with scenario planning in eSpatial's Territory Manager
Keeping your territories up to date is critical to running a smooth and efficient business. So when you need to make a change, you want solid data to help you make smart decisions. That's where eSpatial's new Territory Manager can help. When you're updating sales, service or franchise territories, you probably have a lot of "what if" questions. What if you split a territory in two? What if you move a few ZIP codes from one territory to another? Without...
- Reading Time: 5 minutes
https://www.espatial.com/articles/make-smarter-faster-decisions-with-scenario-planning-in-espatials-territory-manager
Why Should I Care About Territory Management?
Territory management is a crucial element of a successful sales or service team. Ensuring your customers have coverage and your field reps have a manageable workload reduces lost sales and resource wastage. In this blog post, we’re going to look at why you should care about territory management for your business. Good territory management helps you to: Save money and increase sales by optimizing resources Give sales reps the best chance at success Delight your customers with efficient service Onboard...
- Reading Time: 3 minutes
https://www.espatial.com/articles/why-should-i-care-about-territory-management
How To Create Fair Sales Territories
There are lots of factors that go into creating a successful sales team. You have to choose the right candidates, provide good training, and find the right motivational tools. But even if you've nailed all those steps, your team isn't at peak performance until you've created fair sales territories. As a manager, you may be wondering how to create fair sales territories and why it's such a concern. First, we'll take a quick look at why you should be paying...
Category:
- Territory Management: Sales
- Reading Time: 5 minutes
https://www.espatial.com/articles/how-to-create-fair-sales-territories
6 Circumstances Where Territories Are Vital For Your Sales Team Success
Let's face it, territory management is important. Harvard business review confirms it. We've already discussed why you should be doing it here, here and here. But there are certain times and areas where it's even more important than others. Let's examine. 1. Are you selling B2B2C? Sales territory management is typically more important where the sale is the B2B predecessor of a consumer sale. This is because the consumer sale is likely distributed closer to the consumer. Your B2B efforts need...
- Reading Time: 4 minutes
https://www.espatial.com/articles/6-circumstances-where-territories-are-vital-for-your-sales-team-success
Designing Sales Territories for Mergers and Acquisitions
According to Statista, there were 18,957 mergers and acquisitions in the US in 2017. For sales teams, this represents opportunity on one hand, but uncertainty and ambiguity on the other. The complexities involved in merging sales territories and reps in the field can cause the new sales force to fumble through the year. Crucially, McKinsey stated the first hundred days after a merger closes are critical to demonstrating its value and tangible benefits to the sales force, customers and investors....
Category:
- Territory Management: Sales
- Reading Time: 3 minutes
https://www.espatial.com/articles/designing-sales-territories-for-mergers-and-acquisitions
What We’ve Helped Customers Achieve Through Effective Territory Management
Throughout this blog, we've talked a lot about how effective territory management can benefit your sales team and even what to look for in a when searching for the best territory management software. But today, I'm going to show you three real eSpatial customers who have used our Territory Manager to address key challenges and achieve success in their organizations. After all, it's easy to talk about the benefits, but the proof is seeing real results: 1. Starkey Starkey Starkey...
- Reading Time: 3 minutes
https://www.espatial.com/articles/what-weve-helped-customers-achieve-through-effective-territory-management
How to Create Great Sales Territories?
If you run a field sales team, you'll likely understand the benefits that effective territory management will bring to your team's productivity and profitability, but let's recap quickly anyway. Improved customer coverage Reduced territory encroachment Increased productivity Reduced travel time & associated costs Increased sales volume/value So how do we build great sales territories? The simple answer is to make data-driven decisions. Not always easy to do, so here are five steps to guide you. Step 1: Analyze current customer...
Category:
- Territory Management: Sales
- Reading Time: 3 minutes
https://www.espatial.com/articles/how-to-create-great-sales-territories
The Best Sales Territory Mapping Software
Looking for the best sales territory mapping software? You're looking for eSpatial There are many benefits to mapping your sales territories geographically, such as identifying hidden patterns and trends in your sales performance, reducing conflict between salespeople, and ensuring a fair and profitable workload for your sales reps. Once you know that you want to map out your sales territories, your next job is to ensure that you're choosing the best sales territory mapping software for your organization. We believe...
Category:
- Territory Management: Sales
- Reading Time: 7 minutes
https://www.espatial.com/articles/the-best-sales-territory-mapping-software
Not Mapping Sales Territories? You're Missing Out!
When you're managing a sales team, you want everything to run smoothly. You want the sales to roll in, you want your team to be a happy one, and you want your revenue to grow. That's the ideal, but the reality is often not as pretty. Your sales representatives are tired and stretched, your sales are starting to stagnate with no clear reason, and your revenue growth isn't hitting the targets set earlier in the year. It's time now to...
Category:
- Territory Management: Sales
- Reading Time: 5 minutes
https://www.espatial.com/articles/not-mapping-sales-territories-youre-missing-out
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