Sales territory maps are commonly used by sales teams as a way to visualize prospects, clients and sales rep territories. Today, modernized sales territory mapping software makes it fast and simple to create comprehensive maps that enable businesses to easily identify and assign specific regions to aid in sales management.
Top Benefits Of Using Sales Territory Mapping Software
Quality sales territory mapping software has been found to be effective in promoting collaboration between sales managers and reps. This software allows sales managers to create optimized territories, increase their quota, and boost overall sales performance. Traditional sales mapping completed manually requires significant time, effort, and money to complete. Sales territory mapping software offers a wide variety of features and functionalities, taking sales data that has been easily uploaded and creates a visual map designed by the user, in a matter of minutes. Some of the top benefits of using sales territory mapping software include the following:
Segmenting Customers Based On Data
Segmentation is a critical component of sales territory mapping. Segmenting customers involves taking a closer look at current clients, prospects, and leads. Next, customers should be divided based on characteristics such as location, purchase history, demographics, spend and vertical.
Sales territory mapping software allows businesses to easily integrate third-party data to determine which areas require the most attention based on the probability of a sale. There are many different ways that sales managers can segment customers, such as a segmentation of top customers that spend the most amount of money.
It is important for businesses to know and understand their customer base in order to create a sales territory map that is strategic and allows sales reps to meet their quotas.
Establishing Goals & Target Areas
The use of sales territory mapping software provides benefits outside of defining territories. This software can also help businesses meet established goals and targets by setting clear goals with concise guidelines, keeping sales reps on track, and encouraging productivity. However, goals should be easily measured and realistic.
When looking for specific targets, consider factors including geographical regions requiring the most attention, the number of customers or prospects a rep needs to meet a set quota, where the bulk of sales leads come from and how many reps should be assigned to each territory. Answering questions such as these can give businesses a better understanding of the required objectives for each territory.
Following A Sustainable Strategy
Once a business has established clear goals for its mapping strategy, it is time to develop individual strategies for each territory. Most sales managers focus on creating a fair and even distribution of reps across all territories. However, certain reps should not be moved based on fairness alone. For example, if certain reps have established relationships with certain clients, it may be better to leave these reps in that particular territory to avoid a loss of customers.
Creating Balanced & Fair Territories
It can be challenging to maintain fair and balanced territories, especially when territories continue to grow and the number of prospects and customers rises. However, the use of sales territory mapping software gives businesses the tools to quickly address and adjust territory changes in a way that maintains balance.
When territories are unbalanced, some sales reps may become overwhelmed with a heavy workload. Reps that do not have enough work may find it difficult to reach their assigned quota. Unbalanced territories can also result in poor productivity and low morale. Creating balanced and properly distributed territories not only satisfies sales reps but also helps ensure that no territories are being underserved or overserved.
Measuring Results & Analytics
After establishing goals, strategies, and a clear sales territory map, businesses must find ways to track and measure their progress. Measuring results is critical to determine how individual territories are performing and if there is an imbalance between territories. Sales territory map analytics also provides insight on which reps may be struggling to meet their quota, and highlights underserved areas. With the results from mapping analytics, sales managers can make swift adjustments to the territory map and prevent similar problems down the road.
Speak To An Experienced Mapping Software Company
When businesses take a proactive approach to their sales territory design, they can achieve greater productivity and customer satisfaction. Sales territory mapping software enables sales managers to strategically plan for future sales and ensure that each territory is adequately covered. When used properly, sales territory mapping software helps businesses generate more leads, convert more sales, and nurture customer relationships.
Mapping software is as diverse as the business world; it is important to research different options and compare functionalities. To learn more about the benefits of sales territory mapping software or to acquire sales territory mapping software for a business, reach out to the experienced mapping software experts at Geographic Enterprises.