Work index tool

The work index tool adds a new layer of analysis when designing balanced, equitable sales and service territories

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Territory map of the United States
What is a work index tool
Video transcript for What is a work index tool

The workload index aims to ensure that a salesperson's capacity, their ability to sell and makes sales calls, matches the sales potential of their territories.

So in this example, when I compare territories against the average workload, I can see that this particular territory is under capacity and this territory is over capacity, which may indicate imbalances that we can fix.

What is a work index tool?

When it comes to designing and realigning sales territories, a straightforward and effective tool to consider is the workload index. This tool ensures that the salesperson's capacity, or their availability to sell or make sales calls during a given cycle, aligns with the sales potential of their territory. It's a simple yet powerful indicator that allows for easy comparisons between territories, highlighting any imbalances compared to the average.

Workload index averages

How will a work index help you?

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).

Territory mapping software balanced alignments

Territories balanced on potential sales

Territories balanced on customer count

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.

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