Optimization is an ongoing process of refinement. Modern mapping software turns this from a month-long headache into an afternoon of analysis. Here is how to optimize your sales territories efficiently:
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The Hidden Costs of Unbalanced Territories?
When territories are unbalanced, it creates friction that costs you more than you think. This isn't just an operational headache; it's a revenue, retention, and customer satisfaction problem.
Gartner found that nearly 90% of sellers are burned out from work, leading to 54% seeking a new role. According to Psychology Today there are 6 sources of burnout. Two directly relate to sales rep turnover, work overload and unfairness.
The Goal: From "Equal" to "Equitable"
Many organizations create balanced territories using simple metrics in a spreadsheet, like "every rep gets 100 accounts."
This is equal, but it is not equitable:
- Rep A's 100 accounts might be clustered in a single city
- Rep B's 100 accounts might be spread across three states
This is where "gut feel" and Excel miss the target. The solution is to balance territories based on Workload, not just opportunity. By using sales performance metrics to optimize territories, specifically workload instead of just account count, you ensure that every rep has a fair and achievable path to their quota.
The Real Power-Up: Optimizing at Every Level?
Your company structure is complex. You have territories that roll up into Districts, which roll up into Regions, and maybe even National Divisions. In a spreadsheet, managing this is a nightmare. A change to one territory might balance a rep's workload, but it could throw their entire District off balance.
This is where building balanced territories with hierarchies becomes a critical advantage:
- Optimize from the bottom up: Balance individual territories and see how those changes roll up to the District and Region
- Optimize from the top down: Lock your Regions and then re-balance the Districts within them
You can make a single change at the bottom level and instantly see its workload and revenue impact all the way to the top.
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.”
