Today's leaders, revenue ops teams, and field reps work in a highly competitive landscape. While these professionals often thrive under challenging yet rewarding conditions, they still need an effective way to manage their sales territories. A territory management strategy is one of the essential pillars of any successful sales operation, laying the groundwork for unprecedented results — but how do sales teams develop these strategies and manage productive territories?
One of the most common tools you'll find in any salesperson's kit is Salesforce. Used by over 150,000 companies worldwide, Salesforce has become a juggernaut across industries, enabling users to map, manage, and align sales territories for their business. While it is a great and useful platform, Salesforce can't do everything, and these gaps and limitations can hurt your company's productivity and efficiency.
Enter eSpatial — an innovative solution to mapping, territory alignment, and route optimization all rolled into one user-friendly platform with Salesforce integrations.
To find out how you can make the most of your Salesforce territory alignments, let's take a closer look at what alignment is, how it works, and how eSpatial can make the process simpler and more effective.
Sales territory management
Before we dive headfirst into alignment and balancing, it's important to get the basics down.
Sales territory management is the process of continually optimizing and improving your sales territories to use resources more effectively while maximizing productivity. As the market shifts and changes, you'll need to adapt to stay competitive. With well-managed territories, your business can create balanced workloads and uncover hidden sales opportunities to drive growth.
What is territory alignment and balancing?
Territory alignment is a process meant to boost productivity by strategically redistributing accounts to individual reps based on new trends in the industry, market conditions, and business objectives. Each rep is assigned a geographic territory that encompasses clients and leads at the state, county, ZIP, and even account levels.
To balance these sales territories, ops leaders must ensure that they each offer equal opportunities and sales potential for individual reps. You might also balance territory assignments based on factors like:
- Workload distribution
- Customer priority or volume
- Territory size
Why are alignment and balance so critical for sales territories?
When a sales rep only visits low-priority clients, it results in underutilized resources. Likewise, a sales rep whose territory is stuffed with high-value clients may get overwhelmed and lose productivity. Balancing these various factors and aligning your territories to allocate resources equitably can help you make the most out of every sales opportunity while keeping your team motivated.
Once it's all said and done, balanced and aligned territories can help your business achieve optimal performance and efficiency. However, just like management, aligning and balancing territories needs to be an ongoing process to account for changes in the market, especially for fast-paced industries.
Why use mapping software for territory management?
While you won't need to re-align and balance your territories every day, the process is still time-consuming with traditional tools. For instance, Salesforce allows you to align your territories, but it's a complicated, time-intensive process that requires various tools and a keen knowledge of how to use them.
The benefits of aligning Salesforce territories
When you use eSpatial's territory alignment software to manage your sales territories, it's fast and easy to visualize and manipulate your alignments for optimal performance. This can have a significant effect on your bottom line, empowering your team to achieve business objectives, such as:
- Motivating your sales reps with equal opportunities
- Boosting selling time and profitability
- Minimizing travel time and expenses
- Increasing sales productivity and earning potential
With all these benefits and more, it's easy to see why businesses are aligning their territories, but what about the "how?"
How to manage your Salesforce alignments in eSpatial
As a standalone solution or a Salesforce integration, eSpatial offers advanced territory alignment functionality, enabling you to manage Salesforce data faster and more effectively. Simply import your Salesforce territory alignment data and eSpatial will automatically create a map that brings it to life with vibrant visualizations.
From there, you can design geographic boundaries based on area or region, ZIP codes, and even points to ensure your territories offer equal opportunities while prioritizing high-value clients. Organize and filter this data by specific attributes, and visualize this context with advanced styling options. As your reps visit clients in the field, you can monitor sales performance across territories to uncover new opportunities and maximize ROI.
Unlock your sales potential with eSpatial
Are you ready to discover untold sales potential through territory alignment with eSpatial?
eSpatial is an innovative three-in-one solution that delivers robust mapping, territory, and routing capabilities on an easy-to-use platform that integrates seamlessly with your Salesforce Org.