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 the right tools, it’s difficult to tell how these changes will affect workload, opportunity and your bottom line. eSpatial’s Territory Manager, released last week, was designed to make this kind of scenario planning fast and easy.
When do I need scenario planning?
There are many reasons to examine multiple scenarios for organizing your territories. Changes can be prompted by:
- Staffing fluctuations
- Researching whether to hire new staff or cut your workforce
- Investigating new markets and expanding the business
- Workload becoming too large or small in certain territories
- Consistently over or under performing territories
- Mergers or acquisitions
How does Territory Manager help with scenario planning?
Our new Territory Manager makes it easy to see the impact of changes as you work and create multiple versions. By having multiple options and their effects ready to compare, you can confidently make data-driven decisions faster. And since eSpatial is cloud based, sharing and iterating is simple.
Let’s look at an example to see Territory Manager in action.
A field sales business in Dallas finds out one of their sales reps is leaving the company. They currently have four sales territories covering the city and surrounding area, and they only have two weeks before the sales rep’s last day. Since the sales reps in this company maintain customer relationships after the sale has closed, the regional manager needs to find a way to cover all those accounts as soon as possible to maintain customer satisfaction. Leads in the territory will also need to be divided to make sure the company isn’t missing out on opportunities. Once that’s done, the sales manager needs to look at the bigger picture and work with senior management to decide whether to fill the position or stick with the re-organized territories and save the salary.
In this blog, we’ll look at how Territory Manager can be used to make operational changes, like covering a territory when a sales rep leaves the company.
Make quick operational adjustments to cover unexpected staff changes
Since the regional manager needs to make sure the empty territory is fully covered as soon as possible, let’s start there.
To balance the workload in this temporary setup, we’ll look at the number of accounts in each territory. We’ll consider more factors when we’re planning long-term solutions, but for now the goal is to cover the workload from the empty territory.
1.Add a balance to your territories
You can view the balance of accounts in each territory by clicking the hamburger menu, then Balance. We’ll select the metric we want to use for balancing, which in this case is number of accounts.
Now we can see that the territories were well balanced before the sales rep left. To make up for the departure, we’ll have to spread around the workload from the now unoccupied territory.
2.Save a new version of your territories
Since we may want to hire another person and revert to these territories, we should create a new copy to work on, rather than overwriting what we have. Hit the Save As button and give the map a name, like Dallas Sales Territories – Short-term Cover.
3.Use the dynamic impact analysis as you make changes
Now we can start re-assigning the empty territory. Select one of the neighboring territories and click the multi-add tool. Click to create points and form a shape around the ZIPs you want to reassign. As we add more sections, we can see the impact these changes will have in the right-hand panel.
If we don’t like the changes, we can hit the red x to cancel. Otherwise, hit the green check to accept them.
4.Even out the balance
Now that the empty territory has been incorporated into its neighbors, everything is a bit off balance. To distribute the workload evenly among the territories, use either the multi-add tool or click the plus sign on individual ZIP codes.
5.Compare and save
To look at how this version of your territories compares to your last save, click the hamburger button, then select compare. This shows you an overview of all the adjustments you’ve made. If you’re happy with this new balance, click save.
6.Share the plan
Now that there’s a plan to cover the territory after the sales rep’s last day, it can be shared with decision-makers for approval and later with the team. They’ll be able to view the live map to see how their territory has changed.
Strategically plan for long-term changes
Now there’s a plan for short-term coverage of Territory 4! In our next blog, we’ll look at how eSpatial’s Territory Manager can help with strategic planning and ensure you’re making data-drive decisions.
Would you like to see Territory Manager in action? Book a one-on-one walk-through with a mapping expert!