Here’s the scenario: You’re an experienced sales analyst. You analyze the field sales team performance using CRM reports, excel sheets, pivot tables, charts, and graphs. It takes a significant amount of time to convert raw data into meaningful findings with actionable outcomes. In spite of this, the Sales Director wants that information yesterday. You can’t get him the reports fast enough but they’re not quite answering the questions he’s asking. You need a new perspective on the data and your...

Let’s face it, territory management is important. Harvard business review confirms it. We have already discussed the reasons why you should be doing it here, here, and here. But there are certain areas where it is even more important than others. Let’s examine. Are you selling B2B2C? 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...

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 out there. But today, I’m going to show you three real examples of our 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:...

If you run a field sales team, you will 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 5 steps to guide you. Step 1: Analyze Current...

If you have read enough sales blogs you will have seen the term “do more for less” a million times as I have. But what does that really mean? In most cases, the blog will refer to areas such as motivation, sales processes, people management, keeping pipelines full etc. But most good sales managers are aware and on top of these things. Are there any methods you can implement today that will be both revenue effective and cost-effective? The Problem...

Is your field sales team in need of some additional resources? Have you been receiveing customer complaints about the quality of service they are getting from your sales reps? Is your sales team starting to complain about the workload? You know you need to increase the number of field sales reps on your team to carry the workload efficiently. However, your opinion isn’t likely to be enough for a recruitment drive to be signed off on by senior management. You...

A struggling sales team can be a difficult challenge to turn around. This is especially true when, on the surface of things, you’ve given the team everything they need. They have an organized CRM to work off, proper financial incentives, the motivation required to perform, all the training they could want. What’s going wrong? There are two important areas that are often overlooked yet can yield real results. One is optimized territory design, which can increase sales 2-7% without any...