Territory Management: Sales

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 salesforce to fumble throughout 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. Get...

If you run a field sales team, you will 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 5 steps to guide you. Step 1: Analyze Current...

When you are 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, 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...

Never struggle to map sales territories with eSpatial. Whether you are uploading existing territories from a file or manually creating them from within the eSpatial Territory Builder. To help you get started, why not check out our two step by step walk-through videos below! Manually Map Sales Territories In this tutorial, we show you the steps to create your territories using four different methods to make sure you get your territories exactly right. If the video above does not work you can watch...

In previous blogs posts, we've talked about the what exactly territory management is and the benefits it can have for organizations. Today we will show you 12 reasons why territory mapping software is an essential part of territory management. Our insights into sales territory management have been formed through direct engagement with our users. Our territory mapping software is used daily by sales organizations around the world, ranging from global multi-billion dollar organizations, to small and medium enterprises. It has been designed...

As organizations become more analytical and performance in today's data-intensive market, there has been a surge in sales organizations investing in Territory Management Software to enhance their sales performance. This means organizations are now looking for ways to make sales data easier to digest and gather insights such as market gap analysis and over-serviced territories. But what exactly is Sales Territory Management and Alignment? Firstly, we need to define a Sales Territory itself: What is a Sales Territory? A Sales...

Sales territory mapping can help your business run more efficiently, improve productivity, retain customers and also encourage and reassure team members. That’s why eSpatial includes this feature in its mapping software. But, before you use the technology, consider the following: 1. Think strategically Think about what you want to achieve by using sales territory mapping. At the most basic level, ask yourself: who are your customers and where are they based? Have a clear idea and assign territories based on demographic information,...