Territory alignment is a well-known and commonly used sales productivity technique whereby specific geographical or regional sales territories are assigned to a specific salesperson. As a national sales manager in a medical device organization, effective Territory Alignment is crucial to your company’s sales operations.
At the moment territory alignment is being done with spreadsheets. You would like to implement successful sales force planning, resource deployment, and financial reporting, but are finding it a time-consuming process. Having a method of not only aligning territories but visualizing the hierarchical representation of territories for the entire sales department and management to see would lead to a much greater sales process and help with future forecasting.
1. How can I visualize my territories?
As your sales territories currently only exist in a spreadsheet, you will find it difficult and time-consuming to understand the data of these territories. As most territories incorporate and are built on location data, they would be better understood by way of a data visualization tool.
2. How can I align my territories?
Territory alignment is the process where you will set sales footprints and workloads for your team. This is an important process for an effective sales team, as it means all gaps, customers, and territories are equally assigned to sales representatives.
3. How do I represent the hierarchical structure of my territories?
Having a way to edit territorial hierarchies will enable more flexibility over collaboration and delegation between your team. For example, a sales rep may only see their own territory in a city suburb; the Regional Manager can see all of his sales team’s territories in a city, while you can see all the territories in the country.