Active management doesn't mean moving lines every day that creates chaos. It means having a process for specific Trigger Events.
Our Customers Love Mapping With eSpatial
The High Cost of the "Set It and Forget It" Trap
Most organizations operate on a "Q4 Sprint" cycle. They scramble in October to build a new sales territory alignment for January, and then default to adjusting sales territories, the following year.
Why? Because in legacy systems and Excel, making changes is painful. It breaks formulas, confuses payroll, and creates administrative chaos. Its a static view that's hard to share and adapt.
When to Act: The 3 Triggers of Realignment
The Old Way: Split the accounts alphabetically among the remaining team.
The Active Way: Instantly visualize the vacant territory with sales territory mapping software. Run a "What-If" scenario: Can the neighboring rep absorb this workload based on drive time? Or do we need to hire? You make a data-backed decision in minutes, not weeks.
The Old Way: Wait for the annual review to see who missed quota.
The Active Way: Monitor the Workload Index (from A practical guide to sales territory optimization and balancing). If a rep is at 150% capacity, execute a "Carve-Out." Take their bottom 20% of accounts (prospects) and move them to a newer rep. This protects the veteran's time for high-value closing while ensuring prospects get worked.
The Old Way: Strategy shifts (e.g., "Focus on Healthcare"), but reps are stuck in geo-based territories with few hospitals.
The Active Way: Overlay "Healthcare Prospects" onto your current map using sales territory planning tools. Re-balance territories to ensure every rep has a fair share of the new target vertical.
Why You Can't Do This in Excel
We cannot stress this enough: Spreadsheets are static. They cannot calculate how a mid-year change affects a rep's drive time. They cannot visualize how a new hire impacts the "white space" coverage in a region. To master active territory management, you need a tool that handles Hierarchy Management.
When you split a territory at the street level, does that revenue roll up to the right District Manager? Does it reflect in the Regional VP’s forecast? Modern software ensures that every small adjustment at the bottom automatically aligns with the complex reporting structures at the top. No broken formulas, just a single source of truth.
Trusted by Businesses All Across America
“We wanted to know for each of our plants. What is the plant's low-cost service area? What is the geographic region around that plant? And whether that plant is the most cost-effective option to ship concrete. We wanted to take advantage of that. We also wanted to know the most costly delivery areas in central Texas. And which of our customers are in those areas.”
“The first quick win for us was that eSpatial was so easy to use. After using so many other applications, eSpatial was the easiest for importing our data and identifying the fields and hierarchies that would deliver efficient alignments. At the end of the day, you are finalizing the sales territory in front of their eyes. It is much more real to the key stakeholders, which has been transformational for Thermo Fisher.”
“Sales data can be mapped in minutes. That has saved us countless numbers of hours. And we have eliminated steps from the design and approvals process leading to faster more efficient alignments in less time. The findings in our eSpatial visualizations are definitely going to inform 2022 strategy for the better. 100%, we're going to renew our eSpatial license.”
“We're always trying to improve our output and what we're putting in front of executive management teams and boards. We started looking around at different data visualization and mapping software programs and did a fair amount of due diligence on multiple companies. After vetting various platforms, eSpatial rose to the top of our list. I personally can say that we've loved it ever since.”
“I've been in this industry for 35 years, and to have a tool that I can pick up and use quickly just means the world to me. With eSpatial, I can create reports and make changes in 20 minutes, it's easy to log in and update things quickly. You wouldn't think in mapping software you would have someone so responsive in technical support. That was the prime reason I settled on eSpatial.”
“eSpatial has been an awesome tool for Starkey. From our territory planning; splitting territories, adjusting for local details, communicating and mocking up options. Then giving that updated detail to our sales team along with live access to CRM and trip planning. And then representing everything in a beautiful way that we love to use in presentations - it is truly a very impressive package.”
“eSpatial is an irreplaceable tool for our business, for example we are now able to run one of our key processes 32 times faster and have been able to double the number of customers we can visit in a given week by making better decisions. You can't control how much time you have in a given day, but you can control how it is used and eSpatial has certainly helped us significantly with that.”
