If you’re still using spreadsheets to track your sales territories and performance, we have good news for you. You can reclaim your time through territory and performance mapping!
Nortek Air Solutions started mapping and cut the time they spend preparing reports by a month every year. Putting a little initial effort into preparing your data and mapping your territories can help you achieve similar long-term results.
But how does mapping help improve the efficiency of your reporting? We’ll show you!
1. Prepare your data
Having high-quality data will make it much easier to map your territories and conduct analysis. If you’re doing this process for the first time, here are a few some columns you may want to include in your data:
- Sales rep locations
- Customer locations
- Customer value
- Percentage of sales target each customer represents
- Lead locations
- Projected lead value
Having this information will help you build fair sales territories from the start, and also quickly report on their performance.
2. Build your territories
If you’ve already divided territories in your spreadsheet, you can quickly map them by uploading your file. Just follow our guide on how to create territories from a file.
If your spreadsheet doesn’t include a column that indicates which territory your accounts are assigned to, you can build and balance your territories manually.
Once you’ve created your territories, click the save button. This will turn them into a dataset so that you can use them on other maps for advanced analysis.
3. Create a map for analyzing your territory performance
Once you’ve saved your territories, click the Maps button in the upper navigation. eSpatial will ask you if you would like to place your territories on the new map. Click yes, then select Add Data and Add from Library. Select your original sales dataset from the library and add it to the map.
Now you’re ready to start sales territory reporting. Since you now have territories mapped, you’ll be able to jump straight into performance reporting in the future, saving you time.
4. Compare performance across sales territories
Creating a regional heat map of sales in each territory allows you to instantly see areas that are performing well and those that may need a closer look.
To create a regional heat map based on revenue, click Analyze in the Control Panel, then select Regional Heat Map. For the first dataset, select the spreadsheet of information that you imported, which we’ve named Customers. The second dataset should be your sales territories, which we’ve called US Sales Territories.
In the Legend on the right side of your screen, use the dropdown menu you select the column that contains the sales value. eSpatial will total this for each territory and create a heat map showing which territories have the highest value. You can customize the colors by clicking the Style button in your Control Panel.
Figure 1- Here we can see that the Northeast and Southeast have brought in the most revenue.
However, it’s likely that your sales territories are working to different targets based on the expected potential of their region. If you included a column that showed the percentage each customer contributes towards the target for that territory, you can look at how well each territory is performing based on their targets.
To see how close each territory is to their target, just use the dropdown menu in the Legend to select the percentage of target.
Now we can see that while the Southwest region has sold more total than the Northwest, they’re actually further from reaching their sales targets. This can add valuable context, and only requires two click to accomplish!
Want to try creating territories with your own data? Sign up for a free seven-day trial of eSpatial to create your territories today.