Territory Management: Sales

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...

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....

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...

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...

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...

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...

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...