Import your existing territories into eSpatial for faster balancing and alignment.
Over time sales territories become misaligned and unbalanced due to various factors including staff turnover, changes in headcount, changing market conditions and ever changing sales pipeline. Management of sales territories should not be a daunting administrative overhead.
Many progressive sales teams review and update their sales territories every quarter. Poorly designed sales territories only get worse over time and will cause a company to leave more and more profits on the table.
Sales territories are the backbone of many sales teams. Ensuring they are aligned and balanced for an even workload across all sales personnel is key to a motivated team. The eSpatial Territory Builder can help you start from fresh using small areas such as ZIP codes or large areas such as States as the base. You can also upload your existing territories and reassign, realign and balance those too.
eSpatial allows you to balance your territories in terms of certain data such as demographics or values. This will help identify whether the distribution of territories is balanced and fair.
If you have an existing territory definition in your CRM, database, spreadsheet, territory management tool or mapping solution, you can quickly import this definition into eSpatial using our territory builder.
Quickly Build Your Territories From A File
1: Open the eSpatial Territory BuilderLog into your eSpatial account and open the Territory Builder by clicking the Territory Builder button on the top right of your screen.
2: Create From FileThe next screen you see will give you two options. To “Create Manually” or to “Create from File”. Select “Create From File”.
3: Select Your Territory FileYou will automatically be brought to find your territories file from your device. Make sure you have the territory data on the first sheet of your file and that it is saved in CSV or XLS format.
4: Configure Your TerritoriesHere you need to select the region dataset that your territories are built on (ZIP, Counties, States) and tell eSpatial which column of data matches with that dataset. You also need to select the column which will contain territory identifier data such as Territory Name or Sales Manager Name.
5: Edit Your TerritoriesOnce your territories have been loaded you can now edit, align and balance them as required.
6: Balance Your Territories
- To add balance criteria, click on Add Balance.
- Select the dataset you want to pull your criteria from. You can pull the most up to date information from your CRM to ensure that you are balancing your territories on the most up-to-date information.
- Select the balance criteria you want to add to your territory builder. You can balance this on your current sales pipeline, your current account values, recent sales performance.
- Click complete and you will see your territories now have balances next to them based on the criteria you set.
7: View HierarchiesYou can access the hierarchy view by clicking on the Level 1 Tab at the top of your screen. This pulls down the hierarchy view over your map. You can view your hierarchies as a percentage of the level above the one you are viewing or a percentage of the total.
8: Add Your Territories to a MapOnce you have your territories built, you can add them to a map by clicking on the cog icon beside the territory name in the Control Panel.