Mapping your data helps you to gain immediate visibility into team utilization and productivity, making resource management much easier.
It also allows for effective and efficient allocation of resources to particular projects. Knowing where your resources are and what their coverage levels are allows you to make more informed hiring decisions when it comes to staffing.
This is a use case we see very often with our customers across the globe and today we are sharing how we helped Seco Tools US with clear visibility of customer locations, and potential new customers, in relation to the physical location of the technical specialists & regional managers. Our mapping software also helps to align resources and ensure they are in the optimum locations.
With over 180 sales people in the company, and 10,000 buying customers, Mike Parker- the Sales Director – had to get up to speed quickly in his new role to understand where the current business & new opportunities were geographically. Using eSpatial heat mapping, he ensured that his resources were not over-allocated, and gave him a clear picture of what he was working with.
“Having over 10,000 buying customers and a large technical salesforce is of course a great position to be in, managing and allocating support by using spreadsheets and normal data does not give the whole picture, just a snapshot”
eSpatial’s powerful mapping software allowed them to visualize sales rep locations, end user locations, prospect location and both existing and potential sales volumes. From this visualization, they were able to gain insights that they were never able to gain from spreadsheet data.
“This detailed interactive information worked very well, for not only for Mike who was looking at the 10,000ft view, but for new regional managers, and new employees who need to learn more about their own territories and have to make informed recruitment, account management and planning decisions.”
One master map is created containing all sales rep locations, end user location and prospect locations. This map is shared privately from within eSpatial to all regional sales managers who can then focus in on their sales region and save it as their own map.
Every month, the sales managers and reps use their eSpatial maps to determine which end user and prospects that they will focus on filtered by criteria such as revenue spent last year, potential for more revenue and customer class, all of which is contained within their eSpatial Map.
“eSpatial mapping has allowed Seco Tools US to really take a deeper dive into the “hot spots” of current business. By creating a map for potential sales hot spots, we can look at the whole country as a heat map, and lay our salesforce over the top of it to identify missed opportunities. We have also started to map our channel partner’s locations & end user resales data, the Regional managers can now visualize and focus on a smaller “target area” with the channel partner to plan the strategy for engagement.”
So as you can see, Seco Tools US have found that using eSpatial for resource management has been a positive investment, not just for senior management but also for the regional managers.
Try it out for yourself
Let us know what you discover by mapping your data