Sales reps work hard for their money and deserve well-balanced territories that provide equal opportunities and workload. Unfair territory assignments can help morale and lead to higher productivity.
Sales territory management software can help you rebalance territories with ease and accuracy. Due to market dynamics or internal factors, it can also save you time when reorganizing sales teams and accounts.
Map Your Territory
Your sales team’s productivity and performance depend on having suitable territories to work with. With a territory mapping tool, it’s easy to design and manage equal-sized, productive environments that give your salespeople a reasonable amount of work without overwhelming them with leads.
A powerful territory design tool like eSpatial makes creating or re-mapping territories easy in just a few clicks. By color-coding map pins based on lead or customer data points, it’s easy to see how different parts are performing, including the top performers, and where new opportunities can be found.
Using sales territory mapping software to optimize your territories can save you time and money. It can reduce your planning time and help you save time and resources on the right priorities, strategies, or unproductive activities. In addition, it can help you to better align your sales team’s efforts with the needs of your customers and prospects.
For example, you can increase revenue by adjusting the size of your sales territory to an optimal level for client coverage and outreach efficiency or by redistributing marketing resources to clients where they can have the most impact. Likewise, you can lower client fatigue and improve client satisfaction by reducing the number of outreach calls or emails to each prospect or client.
Optimize Your Territory
The process of evaluating and adjusting sales territories can be time-consuming. However, sales leaders must regularly examine their territory plan models to meet business needs.
Changing circumstances that necessitate territory alignment include:
New hires: A new team member with unique skill sets may require a different sales territory than the one currently assigned. New or expanded products: Adding a product line is often accompanied by a need to reassess existing parts to ensure that they can support the added workload. Changes in competitors: An increase in competition can require a company to review its territories to ensure they’re properly aligned with the market.
Territory management software like SPOTIO makes mapping and optimizing a sales territory easy. You can quickly create and rename domains using an intuitive interface, visualizing lead and customer data with color-coded map pins. You can also create reports showing sales territory performance vs. opportunity, which helps you make the best decisions about allocating sales reps to maximize productivity and results. To learn more about how SPOTIO can help your company streamline and automate the territory planning process, request a demo. Our team of experts can walk you through setting up a territory management system for your sales team.
Communicate Territory Goals
A sales territory is a group of prospective customers for which a single salesperson is responsible. The distribution of sales territories must consider various factors, including salespeople’s home locations and each region’s profit potential. A poorly aligned sales territory can leave a rep struggling to find high-potential leads or overwhelmed by too many prospects that require impractically large amounts of time to pursue.
Optimizing sales territories requires a blend of data from your CRM system and external sources, such as census and demographic data. Ultimately, the goal is to create a sales territory plan that meets your business goals and objectives while providing your team the best chance of success.
It’s important to periodically review sales territories, as circumstances can change and impact your performance. For example, new competitors may enter the market, or your salespeople might move to different areas.
A digital territory mapping solution lets your field sales team quickly and easily reorganize their assigned territories. In addition, they can keep track of their lead and customer data using a map-based interface integrated with their CRM system. This saves valuable sales time and eliminates manual, error-prone data entry. This efficiency level allows your sales reps to spend more time with qualified leads and customers, increasing productivity and boosting revenue growth.
Track Territory Performance
A sales team’s effectiveness depends on its ability to manage and maximize customer relationships effectively and efficiently. This starts with a well-planned and balanced territory, achieved through effective mapping. Using the right territory management tools helps ensure your sales teams maximize client outreach, increase revenue, and reduce customer fatigue.
As your business grows, you must periodically evaluate your sales territories and optimize them for performance. This process enables you to see whether your existing parts have gaps in coverage or are oversaturated, and it allows you to rework the boundaries of the territory to match your available resources better.
Using sales territory management software to perform this task can help you make the process easy and fast. For example, SPOTIO’s intuitive interface allows reorganizing and redrawing territory maps in just a few clicks. It also allows you to color-code map pins based on any data point, such as new leads or existing customers, so that you can visualize and analyze information and customer data from the comfort of your dashboard.
When you have a logical and balanced sales territory, your salespeople can focus more on customer relationships. This helps them build long-term connections and upsell/cross-sell opportunities, leading to a more robust bottom line. Try territory mapping software today to improve the productivity of your sales team and unlock their full potential.
