Work Index Tool

Now, let's delve into the benefits that the work index tool can bring to your territory design process. It's not just a tool, it's a game-changer that can significantly enhance your sales and service territories. Let's explore these benefits. Imagine you're a salesperson with a territory to cover. The work index is like a gauge that measures the effort you need to put into service that territory. It's calculated using a simple formula:

Call frequency X (Call duration + Travel time)

For example, suppose you visit a customer four times yearly (call frequency is 4). The call duration is 60 minutes (a sales meeting takes about 60 minutes to complete).

The travel time to your customers is 30 minutes, which is calculated using eSpatial's powerful drivetime algorithm. This algorithm takes into account real-time traffic conditions and the distance between your location and your customers' locations, ensuring accurate and efficient route planning.

Your effort or workload to service that account is 4 X (60+30) minutes. Or 6 hours. As a sales or operations leader, you'll want salespeople's capacity (the effort required to service their territory) to be balanced with the territory's sales potential).

The magic happens when you achieve equitable, balanced territories. This is crucial because it ensures that each salesperson has a fair and manageable workload, maximizing their productivity and the territory's sales potential. Using a workload index is one of the best ways to accomplish that goal.