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Manage the allocation of your sales staff with mapping

Save Time and Costs

Quickly identify areas for expansion and underserved markets. Get staff on the ground faster to ensure valuable sales are not lost.

Inform Decision Making

Key sales data is visualized, providing a shared platform to support the decision for hiring new sales personnel amongst both the sales and management team.

Increase Efficiency

Using eSpatial’s Territory Management to balance and align the workload of existing and new staff means that the entire sales process is improved and streamlined.

Background

As a National Sales Manager, you’ve had a successful year of growth in revenue and are looking to expand your field sales team. You currently employ a number of sales personnel across the United States in different sales territories, and you are looking to recruit an additional five. All of your current sales information and territory information is stored on your CRM and spreadsheets.

This hiring process will present a number of challenges for you as National Sales Manager. These include where you will hire the new staff, creating new sales territories for these new members, and finally balancing and realigning the territories of your existing staff to ensure all team members have a balanced workload.

Unbalanced sales territories can be a headache for your sales team. If a salesperson’s territory is too big or if their workload is too heavy, they cannot effectively cover all customers and prospects. Conversely, a salesperson whose territory is small or not populated enough has too little work and can end up wasting their potential on low priority clients, leading to under-utilized sales resources and an unmotivated workforce. As a result, you will lose money, time, and potential customers

Challenges

1.Where to Hire New Staff?

Identifying where to hire new staff is not an easy task. It is important to place them in the right location where there is demand and an opportunity for growth. Hiring in the wrong location can become a costly mistake, both financially, but also in terms of the moral of existing sales reps, who may feel their territory is being encroached on.

2.Where to Place New Staff?

When new sales staff are hired, the next challenge is to assign them their own sales territories. Being able to quickly create territories for new staff is an important part of the sales hiring and onboarding process. There are territory definitions for the existing field sales team members, therefore placing the new hires in locations that can service the potential market and complement the existing salesforce is important.

3.Balancing & Aligning Existing Territories

Expanding the sales team and creating new sales territories means that existing territories will need to be realigned. Without having an overall view of the territories, both geographically and financially, realigning and adding new territories can be a headache.

Being able to quickly create custom territories, realign, and balance sales territories not only make the deployment of new sales staff easier but will improve the overall sales process of the organization. Having a way to do this in a fast and easy way will save on admin time and benefit the sales team in the long term.

Solutions

1.Regional Heat Maps

The Regional Heat Map here is based on the value of sales per sales territory. This gave a great overview of where current sales were performing well, where they were failing, and where new hires could target new sales opportunities. This information was then used to identify the areas where new sales hires were needed. The territories where sales are performing well are highlighted in red, while low-performance sales are represented by yellow.

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Regional Heat Maps

2.Radius Maps

Radius Maps were used to analyze the existing pipeline against the current field sales rep’s locations. With the radius map, you can quickly identify clusters of opportunities that were further than 100 miles from any of any field rep. You can also identify the field rep’s location that had the largest value and volume of opportunity within a 100-mile radius. This will help highlight areas where a field sales rep was being overworked and a second sales rep could be located close by. It can also help highlight high potential areas in which there is little to no presence.

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Radius Maps

3.Territory Builder

Using eSpatial’s Territory Builder, the Sales Manager was able to quickly create and visualize sales territories for their existing and new sales team’s members, ensuring all sales reps had manageable sales territories that they were responsible for on a map. Using a cloud-based tool they were able to share the changes in a clear and transparent way including full pipeline visibility to ensure that there was full team buy-in.

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Territory Builder

4.Territory Balancing

The Territory Builder within eSpatial will also allow you to balance and align territories so that sales personnel and resources are being used effectively to maximize the productivity of your sales team. Territories are often unbalanced with knowing it; some may be underserved or valuable resources could be misdirected to a low-value area. Territory balancing and realignment is particularly important when new sales personnel are introduced.

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Territory Balancing

Outcome

Using eSpatial mapping software, sales leaders can get a holistic view of their market and sales team. This allows them to quickly identify areas for expansion and underserved markets.

The entire process of identifying underperforming territories, finding potential new areas, balancing and realigning sales territories can be done quickly and easily with eSpatial. You can take full ownership of the project saving time and costs on expensive third party consultants.

Key sales data is visualized, providing a shared platform to support the decision for hiring new sales personnel amongst both the sales and management team. All stakeholders can quickly get an overview of the current sales territories and instantly spot where improvements could be made.

Using eSpatial’s Territory Management to balance and align the workload of existing and new staff meant that the entire sales process is improved. All sales personnel now understand the territories they are responsible for, how well they are performing against targets, and are motivated to be working on efficient and fair workloads.

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