Following the successful on-boarding of eSpatial, Seco could immediately see the value of eSpatial. Within a matter of days of using eSpatial, they found that they were able to really dive into a sales territory. This allowed them to look at not just current sales, but potential sales and common customer segments too which clearly highlighted opportunities for the Regional Managers. This encouraged more dialogue between the managers and the reps leading them to realize and
capitalize on the opportunities in their territory.
Seco now has a more efficient sales team as well as a single view of their sales operations and accounts on a map. This map is also readily available to both the management and executive teams or their own analysis and understanding of the market. They can see where their sales reps, customers, and prospects are along with the corresponding current sales and future sales potential. They have full visibility of their accounts, a better understanding of their market, and can now run
further mapping analysis to highlight more sales and growth opportunities.
Seco now knows that their sales reps are placed in optimum locations to ensure greater coverage of their market and prospects to increase productivity and customer engagement. When a Regional Manager requests an increase in headcount in a particular territory, Seco uses eSpatial to determine if this increase is justified based on the current salesforce workload and sales potential of the territory.
Senior Executives in the sales function recognized the value of eSpatial and are now using it themselves. For sales professionals and leaders, eSpatial has been easy to adopt and learn how to use. Its workflow has been designed with the sales process in mind. The Regional Sales Managers and their Sales Reps use eSpatial maps to prioritize the customers they need to visit based on variables like last visited, account classification, last year’s spend, and potential spend. All of this
information is contained on their eSpatial maps and easy to filter to identify the customers that should be prioritized and visited that week.
Having maps created and stored but not shared does not make full use of their potential. These maps are shared with senior management, strategic decision makers, regional sales managers and sales reps. Depending on the sensitivity of the data they can be shared either privately or publicly. They are often used in presentations, reports, and meetings such as End of Quarter Reports as well as being shared as live maps to the sales reps on the road. According to Tracie Clarke, Seco North American Sales Operations Manager, it is rare that they walk into a meeting that doesn’t have an eSpatial map projected on a screen.