Unbalanced territories would more likely result in internal conflicts. This issue typically revolves in the sales force. It’s expected that there’ll be unfair dispersal of sales potential if this happens. Consequently, sales reps will end up resigning and seeking out just compensation in other companies.
That’s why setting up sales territory mapping is one of the stepping stones in your sales team’s success. Sure, it can be a tedious process and involves a lot of legwork. However, it’s a way to ensure that each member is canvassing in their own designated areas, creating a balanced sales management.
In general, territory management doesn’t only solely focus on sales. It also builds better employee and customer relationships, causing more successes in the future. The question is how to make your sales team more successful with sales territory mapping? Check it out here.
Measure Sales Team’s Performance
Visualizing sales territories data with mapping software allows you to measure your team’s performance. These applications contain analytical tools that can functionally allow aggregation of plotted data. This function will provide you with a consolidated look at your team’s output.
What’s more, managing the data is one of the functions of these apps, like AlignMix. It will allow you to import, export, or segment data from a spreadsheet. It will also help you isolate sales of either below or above a specific value. To get this app, click this link: https://www.alignmix.com/.
This handy tool lets each member of your team make his or her reports. Subsequently, they can essentially use these reports. It’ll give them a chance to analyze their territories and performance based on their target quotas, allowing them to fill in what they’ve missed.
Of course, there’s a tendency that they can’t figure out their lapses. Fortunately, with the tool, members can easily share their paperless reports with their colleagues or managers. Once being enlightened with their mishaps, they’ll be responsible for fixing their mistakes. They’ll charge and learn it from their experience, so next time they can do better and be successful.
Speaking of sharing files, one reason why sales mapping is done in an organization is that it saves time. Your staff can effortlessly turn business data into relevant maps to a sales territory design. They can access it anytime, anywhere via any smart devices connected to the Internet. Hence, they’ll ultimately make use of their time for more sales.
Reveal Hidden Insights
In addition to your team’s performance, there are a few essential ‘hidden’ insights you cannot see on a spreadsheet unless you would thoroughly look for them. For instance, under-served or over-served territories are not easy to pinpoint.
However, with the help of sales territory mapping data visualization, you can quickly gain these hidden insights and even zoom in for more relevant market characteristics, such as customer types. Hence, viewing a specific territory in different perspectives allow you to understand what your team needs, which would relatively improve their performance.
One of your company’s primary goals is to minimize expenses and maximize the time of your sales team. Sales territory mapping can lend you a hand in this. As mentioned in the introduction, it’ll balance the workload of each sales personnel. As a result, each worker will have more earning potential.
That being said, you’ll have well-compensated and satisfied employees with high morale. Keep in mind that this business has always been give and take. This doesn’t apply to your clients give you leads. Your employers are also no exception. The more content your staff are, the more motivated they’re to go beyond their sales quota.
Additionally, sales process mapping allows you to optimize each route of your employees. That being so, it’ll improve customer service given to each client in every territory, as well as save travel costs, specifically reduce fuel expenses.
Doing so will also optimally align each member’s area. That means you can efficiently move when positive opportunities appear, overthrowing other competitors for the next potential sale. All in all, sales territory mapping will not only lead to career satisfaction from your employees but also will result in a positive sales cycle.
Where to start? Perform sales potential forecasting first. Here, we’re going to identify our target market in specific areas for sparse resource allocation. It determines the total population of the prospects and their total combined buying power. Also, it identifies which criterion is better, such as homeowners vs. renters or median home income vs. market value.
Having a deep-rooted perspective and a wide scope of knowledge helps you to analyze to whom and where your success will be taken. Hence, the more information you’ll get, the higher the quality of potential customers.