Sales territory management in simple terms is a methodology to control, optimize and improve territory alignment and structure your sale’s resources and activities.
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. This can include balancing and aligning territories so that sales personnel and resources are being used effectively to maximize productivity of your sales team. Territories are often unbalanced; some may be under-served or valuable resources could be misdirected to a low value area. In today’s blog we’re giving you 3 tips for aligning and balancing your territories effectively.
Divide Your Territories Fairly
The primary task for any sales organization is to maximize the amount of time salespeople spend selling while ensuring that they sell the right products to the right customers. Unbalanced sales territories can be a headache for sales teams. If a salesperson’s territory is too big or if their workload is too heavy, they cannot effectively cover all customers and prospects. Aligned territories will result in balanced workloads for sales personnel, providing them with greater earning potential, improved morale and career satisfaction. Effective sales territory management leads to higher motivation, lower staff turnover and most importantly, more sales.
With eSpatial, balancing your territories, couldn’t be easier. Simply create your territories, and click the add balance button. You then want to select the dataset that you want to balance them on, whether it is sales lead count, customer count, or geography. eSpatial will then show you how your territories are currently balanced allowing you to go back and adjust your territories as needed. In the map above you can see the balance information on the right hand side. These territories are being balanced on the number of customers in those regions. As you can see, John, Linda and William have a heavier workload than the other sales managers. To ensure balance, it would be recommended to divide up their territories and redistribute as appropriate.
Put Your Resources Where You Need Them
Employees are the most valuable resource an organization can have. So it is absolutely worthwhile to ensure that they are putting their energy into the right territories at the right time. You can use a sales territory mapping and analytics tool to help you make more informed decisions about where your team should be. Run analysis to identify when and where you sell certain products or services better than other times and what certain clients require or don’t require at what time. This will help you send your sales force to a territory at the time effort will be most productive.
As mentioned above, employees are valuable and in sales, their time is priceless. This is why it is important to maximize the time they spend in the field have by dividing areas in a way that makes sense in terms of time and cost. Think about the time it takes to drive from one area to another, the time it takes to do paperwork and the time each prospect will take to meet with. When sending your team off on sales visits, arm them with an optimized route plan to ensure their time is spent efficiently and profitably.
Review, Review, Review
Employee turnover and customer churn happen every day and can cause territories to come out of alignment. These events are also a great opportunity to review your team’s territories. Reviewing sales territories on a regular basis ensures that every effort is in the right place to achieve the company sales goals.
Mapping your sales territories with software like eSpatial allows you to maintain interactive versions of your territories and management criteria. This is beneficial as you won’t know what change has impacted the business unless you track those changes or have a historical point of reference to explore and analyze.
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