Chapter 4: Questions to ask yourself when choosing the right software

Conquering sales territory management - The ultimate guide

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Identifying your challenges before choosing a territory mapping software solution and defining your territories is essential. Below are some critical questions to ask before making a decision. What are you trying to achieve with your sales data? What does success look like for you?

  • Comparing performances against targets and quotas?
  • Creating and realigning territories
  • Identifying gaps in your coverage
  • Managing resources
  • Communicating the organization/reorganization of your sales team
  • Locating where your customers are based

Knowing your challenges allows you to identify the software solution that fits your needs.


1. Do you require hierarchies?

Do you require various levels of visibility to match your sales organization structure? Assuming you do, you should choose a mapping software solution with hierarchal features. These features allow you to set up multiple hierarchal tiers for a territory map.

 Look for the following capabilities:

  • Import and build sales hierarchy definitions
  • Assign a territory to a sales team member
  • Delegate responsibility for territories to a sales team member
  • Control visibility of assigned sales territories

2. Can it scale as your business grows?

Having a solution that can scale along with your business is vital. Your ideal vendor should be cloud-based as one of the most prominent cloud features, besides reliability, is its ability to scale. When working with sales data, which can be changeable, it needs to be able to grow and update along with your business. On-premise software is limited in its ability to increase capacity and requires time and effort to upgrade.

Cloud-based solutions provide the elasticity for businesses to scale up or down without buying expensive software licenses or installing programs.


3. Can you collaborate and share with my sales team?

Territory management involves the collaboration of multiple users on a sales team. Allowing numerous users to access the same maps can enable time savings and real-time coordination.

When selecting a territory mapping software for your sales team, having the ability to collaborate and even delegate some of the work is crucial.

Look for the following capabilities:

  • Share live territory maps easily
  • Allocate permissions for maps
  • Securely share maps internally and externally

4. Can you layer in 3rd party data?

Are you looking to compare your sales data with additional information, such as demographics, to reveal the age, gender, or population of customers in your territories? Look for the following capabilities that support:

  • Multiple globally available data sets (e.g., US, Canadian, European datasets, etc.)
  • Census demographic data
  • Customized datasets
  • Global geo-coding

5. What are your reporting needs?

Performance reporting will be essential to critical stakeholders in your organization, so it is likely to be a key decider when you are reviewing mapping software provider.

Look for the following capabilities.

  • Export/print high res booklet of territories, including hierarchy structure
  • Export for PowerPoint presentations
  • Create customized reports
  • Report using heat maps, radius maps, and filtered views

6. Is it easy to use?

Any software you adopt for your organization or sales department must be easy to use. There are many mapping software solutions available; however, most will need a high degree of configuration and customization for territory management.

The perfect mapping solution will have an easy-to-use interface, no install requirements, ongoing automatic updates, and dedicated support.


7. Is support available when I need it?

In-app support is vital for any service used in business today. While many services provide help forums and websites, the vendor you select should give in-app support such as live chat allowing users access to experts on demand. A dedicated account manager is also vital for ongoing support. They will check in with you periodically and can make recommendations to help you achieve your goals based on your usage.

Look for a solution designed and built by Sales Territory Management experts. After all, effective territory management relies on faster and improved processes, and your sales team will use the software daily.

Finally, the vendor should also have a detailed onboarding process to help your sales team quickly become efficient with the software.

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