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Can A Geographic Lens Really Enhance Your Field Sales Analysis?

Author image - Gillian McCarthyby Gillian McCarthy on

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...

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https://www.espatial.com/articles/can-a-geographic-lens-really-enhance-your-field-sales-analysis

5 Common Challenges for Field Sales Analysts

Author image - Stephen Curranby Stephen Curran on

Within a sales organization, the sales analyst plays an important part in strategic decision making. They prepare sales forecasts and collect and analyze data to evaluate current sales goals. With great responsibility, comes great challenges and today we discuss some of the most common challenges that field sales analysts face in their day to day. 1. Sending Excel Files to Sales Teams I’ve seen it too many times, Sales Reps playing the role of Field Sales Analysts, this is why...

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https://www.espatial.com/articles/5-common-challenges-for-field-sales-analysts

6 Circumstances Where Territories Are Vital For Your Sales Team Success

by Barry Marron on

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...

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https://www.espatial.com/articles/6-circumstances-where-territories-are-vital-for-your-sales-team-success

Designing Sales Territories for Mergers and Acquisitions

Author image - Stephen Curranby Stephen Curran on

According to Statista, there were 18,957 mergers and acquisitions in the US in 2017. For sales teams, this represents opportunity on one hand, but uncertainty and ambiguity on the other. The complexities involved in merging sales territories and reps in the field can cause the new salesforce to fumble throughout the year. Crucially, McKinsey stated the first hundred days after a merger closes are critical to demonstrating its value and tangible benefits to the sales force, customers, and investors. Get...

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https://www.espatial.com/articles/designing-sales-territories-for-mergers-and-acquisitions

What We’ve Helped Customers Achieve Through Effective Territory Management

Author image - Colm Kennyby Colm Kenny on

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:...

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https://www.espatial.com/articles/what-weve-helped-customers-achieve-through-effective-territory-management

Q1 2019 Release is Here

Author image - Gillian McCarthyby Gillian McCarthy on

We at eSpatial are excited to announce that the latest product updates have been released as of yesterday 17th February. We have made changes to our platform which sets us up for new capabilities in the future. The capabilities below are available right now. Bringing Routing To The Next Level Routing is one of the key needs of many of our users. We want your field teams to be better able to plan their day and understand how to most...

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https://www.espatial.com/articles/q1-2019-release

How to Create Great Sales Territories?

Author image - Gillian McCarthyby Gillian McCarthy on

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...

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https://www.espatial.com/articles/how-to-create-great-sales-territories

Avoiding the Field Sales ‘Milk Run’

Author image - Ronan Kilroyby Ronan Kilroy on

Do you ever worry that your sales team are just visiting the same customers week in week out? Are you concerned that they have too many potential customers in the area? And are not making the best decisions about who to call on? Does your sale need face to face contact? If so, it is critical that your sales team are making good decisions about where to spend their time. A typical response we hear from Sales Leaders is "I...

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https://www.espatial.com/articles/avoiding-the-field-sales-milk-run

How to Reduce Cost of Sales

Author image - Stephen Curranby Stephen Curran on

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...

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https://www.espatial.com/articles/how-to-reduce-cost-of-sales

3 Ways Field Sales Teams Can Prospect More Effectively

Author image - Colm Kennyby Colm Kenny on

Is your field sales team struggling to meet its target? The reason could be the process for prospecting is just not working. Many sales managers have a team of field reps operating in the field and at the end of every quarter their numbers come in, they may just hit their target however there is a feeling that they can be doing so much more. They’re just not prospecting good enough. They aren’t taking advantage of the high potential leads,...

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https://www.espatial.com/articles/3-ways-field-sales-teams-can-prospect-more-effectively

3 Data Driven Questions to Answer Before Making Your Next Sales Hire

Author image - Gillian McCarthyby Gillian McCarthy on

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...

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https://www.espatial.com/articles/3-data-driven-questions-to-answer-before-making-your-next-sales-hire

4 Steps For Onboarding a Field Sales Rep

A managers guide

by Barry Marron on

Added a new member to your field sales team? Read on to learn how you can get them up and running more quickly. Starting a new field sales job is tough. Like other sales roles you need to get to know a new team, new market offering, and a new sales story. But in field sales you also need to get to know a new territory with a new set of established accounts and leads. So what can the sales...

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https://www.espatial.com/articles/4-steps-for-onboarding-a-field-sales-rep-a-managers-guide

How to Turn Around a Struggling Sales Team

Author image - Stephen Curranby Stephen Curran on

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...

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https://www.espatial.com/articles/how-to-turn-around-a-struggling-sales-team

5 Common Mistakes of Field Sales Teams

Author image - Colm Kennyby Colm Kenny on

In most cases, common mistakes in the sales process of an organization can be quickly identified and fixed relatively quickly by a keen sales manager. However, this is mainly the case with an inside sales team, working closely together in an office environment. An outside field sales team is a very different case. Running a field sales team is no easy task. For a field sales manager, it can be a challenging process, you must give your team a lot...

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https://www.espatial.com/articles/5-common-mistakes-of-field-sales-teams

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