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How your sales team can survive — and thrive — in these times

Author image - Heather McLeanby Heather McLean on

This is part two in a multi-article series exploring how you can help your sales team cope with an unpredictable pandemic recovery period. Read part one. In the first entry of this blog series, we examined the major effects that the COVID-19 pandemic had on the sales environment during 2020. We concluded that while the crisis wasn't devastating to sales across the board, it still led organizations to deal with considerable changes, including large-scale shifts to remote operations. The evolutionary...

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https://www.espatial.com/articles/help-sales-thrive

Online sales territory mapping in the new normal

Author image - Liam Costelloby Liam Costello on
Operational territory planning

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...

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https://www.espatial.com/articles/online-sales-territory-mapping-in-the-new-normal

12 proven territory management tips for sales teams

Author image - Eoin Comerfordby Eoin Comerford on
Territory alignment 1030x605

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...

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https://www.espatial.com/articles/sales-territory-management-tips

Sales territory management: Why the best sales ops teams are prioritizing it

Author image - Liam Costelloby Liam Costello on
Sales territory management banner

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. 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 efficiency and sales performance. This year has been highly disruptive for businesses across all sectors of the economy. Company...

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https://www.espatial.com/articles/sales-territory-management

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

Author image - Heather McLeanby Heather McLean on
Us sales area map

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

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

Author image - Heather McLeanby Heather McLean on
Capacity planning feature

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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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

Author image - Heather McLeanby Heather McLean on
Operational territory planning

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...

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https://www.espatial.com/articles/make-smarter-faster-decisions-with-scenario-planning-in-espatials-territory-manager

Why Should I Care About Territory Management?

Author image - Gillian McCarthyby Gillian McCarthy on
Why care about territories

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...

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https://www.espatial.com/articles/why-should-i-care-about-territory-management

How To Create Fair Sales Territories

Author image - Heather McLeanby Heather McLean on
Zip code territory mobile

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...

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https://www.espatial.com/articles/how-to-create-fair-sales-territories

6 Circumstances Where Territories Are Vital For Your Sales Team Success

by Barry Marron on
Home page gallery sales territory management

 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...

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https://www.espatial.com/articles/6-circumstances-where-territories-are-vital-for-your-sales-team-success

Designing Sales Territories for Mergers and Acquisitions

Author image - Stephen Curranby Stephen Curran on
Balancing Territories By Potential 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 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....

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https://www.espatial.com/articles/designing-sales-territories-for-mergers-and-acquisitions

What We’ve Helped Customers Achieve Through Effective Territory Management

Author image - Colm Kennyby Colm Kenny on
Customer satisfaction

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...

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https://www.espatial.com/articles/what-weve-helped-customers-achieve-through-effective-territory-management

How to Create Great Sales Territories?

Author image - Gillian McCarthyby Gillian McCarthy on

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...

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https://www.espatial.com/articles/how-to-create-great-sales-territories

The Best Sales Territory Mapping Software

Author image - Stephen Curranby Stephen Curran on
ESpatial Territory Management2

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...

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  • Reading Time: 7 minutes

https://www.espatial.com/articles/the-best-sales-territory-mapping-software

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