Sales territory management and mapping software allows businesses to improve production and evaluate performance by dividing clients into regions. Several options on the market, including providing different features for a company’s unique needs.
Identifying Areas of Improvement
A sales territory mapping tool is an essential component of your CRM platform that helps you define and distribute territories that maximize opportunity and productivity. It allows your reps to focus on new prospects in their assigned areas while minimizing the chance of losing existing customers to competitors. This software also reduces windshield time by providing accurate demographic data in seconds. The best sales mapping software integrates CRM and map data on a single platform, improving decision-making and prioritization. It also offers flexible route optimization tools that reduce travel time and costs.
Traditionally, companies distribute territories by region or ZIP code. While this method works, it can be challenging to interpret and may result in overlapping domains or uneven distribution of accounts. A sales territory mapping software application offers a more comprehensive solution by allowing you to consider several variables, including experience level and sales performance.
It’s critical to perform regular reviews of sales territories to ensure they align with business goals and objectives. For example, you may want to expand your team in that region if you see increased demand for your products in a specific area. However, you should avoid changing your territories continuously, as this can damage client engagement and increase churn.
Many tools are available to help you map your sales territories, including the built-in Salesforce Maps program. But if you’re looking for the most advanced and user-friendly option, try eSpatial, which is integrated with Salesforce and offers features like route planning and performance reporting. It’s also highly customizable and backed by excellent customer support from the company that created it.
Developing a Streamlined Process
When implementing sales territory mapping, it is essential to do so in a way that minimizes the time your reps spend on non-selling tasks. A comprehensive mapping solution will provide data visualization and analysis capabilities that reduce your team’s manual work. In addition, a robust mapping tool will also offer route optimization features that allow your reps to optimize their routes on the fly and maximize selling time.
The best sales territory mapping tools can automatically prioritize accounts based on customer revenue, helping your reps focus on the areas with the most potential. Additionally, they can quickly readjust territories to balance opportunity and performance for all your team members.
A robust mapping tool will allow you to expand into new markets based on your sales goals and industry opportunities. This will help ensure that your teams are evenly spread, and your business is growing by capitalizing on untapped opportunities.
A good mapping tool will integrate with your CRM system, allowing you to quickly and easily share maps and data with your team. You can even create a branded map to display on your website. Additionally, mapping solutions like Geopointe include a mobile-friendly platform that location-enables all your Salesforce CRM data, ensuring that your team can access up-to-date maps and data regardless of location or device.
Investing in Technology
Investing in technology is essential if you are serious about improving your sales territory management process. The right CRM and mapping tools will allow you to create and optimize territories and provide your sales reps with the most valuable opportunities for revenue generation.
Creating and distributing sales territories that are evenly distributed is the best way to ensure your reps have enough opportunities to meet their goals. It will also help them build long-term customer relationships and increase customer retention rates.
A well-balanced territory will also reduce resentment and improve morale. Your team may feel frustrated and undervalued if one part is too small or contains too few high-value clients.
Sales territory mapping software, such as Maptive, can be used to identify unbalanced territories and make necessary adjustments. It allows you to create optimized routes for prospects based on geography, new or existing customers, and potential revenue, which can help your team minimize windshield time and fuel costs.
Badger Maps is another tool that can help you evaluate and optimize sales territories. This mapping software solution integrates with CRM systems to map customer locations automatically and manage domains. It lets you stay on top of essential accounts, streamlines your operations, and makes your job easier by visually representing your data.
Developing a Streamlined Workflow
When sales managers can view territory maps of their entire region and the customers in those territories, they can quickly identify red-hot leads, prioritize prospects, and make data-driven decisions to maximize productivity. This helps create balanced workloads, more considerable win potential for the business, and a better experience for the team.
Tools allow you to quickly build territories based on CRM data, such as geography, customer revenue, product requirements, or sales type. Then, you can assign those territories to your team members based on their strengths and weaknesses. This allows you to reduce overlap and eliminate wasted time while ensuring your reps focus on developing their core skills.
Once your teams have their territories, they can use a routing tool to create efficient routes that minimize travel time and mileage. This also helps them closely monitor their daily schedule so they can attend all crucial appointments. This ensures they can meet with new prospects or stall in their pipelines.
In addition, you can utilize the collaborative capabilities of a mapping tool to enable your team members to share information and collaborate effectively. This makes it easy for them to find and pass along a lead or an opportunity outside their territory that would benefit another team member.
