Territorial maps are often used by sales teams as a way to clearly lay out targets and resources to better prioritize objectives. When a territorial map is well-crafted and managed, it can be used to help increase sales, reduce costs, and improve employee productivity. The use of a territorial map can also enhance customer coverage, reduce travel time, identify hidden insights, and measure performance through analytics and reports.
Aspects Of A Territorial Map
Territorial maps contain important information that leads sales teams to make strategic decisions about territory boundaries. This internal data ensures that territories remain fair and balanced to give all sales reps a chance at closing sales without experiencing overlap from other reps. Data is the most important aspect of a territorial map as this insight identifies patterns that have historically resulted in successful sales. When reviewing sales data, look at factors such as geographical areas in which most customers reside, markets that have been previously ignored, and what the customers have in common, such as age or income.
A territorial map should also align with a company’s established targets and goals. Clear guidelines and goals should be set from the start and measured from there forward. When considering specific targets, think about the number of opportunities required to meet the quota, from which locations come most of the leads, which geographical regions require more attention, how many reps should be assigned to each territory, and which products or services have been found most profitable. By using this information, businesses can gain a clearer picture of what objectives are required for each territory.
Plan Of Attack For Sales Reps
Territorial maps in sales territory mapping act as a strategy for sales reps. By mapping territories based on criteria such as geography and consumer demographics, businesses are better equipped to designate areas to reps and achieve balanced territories. Mapping sales territories also target prospects that are more likely to make a purchase, resulting in an increase in profits. Sales territories also prevent sales reps from overlapping and poaching sales from other reps. A territorial map can be used to create a hierarchy explaining where everyone on the team will be working.
When sales representatives are exploring a new territory, are switching territories or are even working in a territory familiar to them, they often seek guidance from business leaders. Guidance for success is presented in the form of a clear and concise map. It is important for sales reps to know the territory and their customers before venturing into it. Sales territory mapping provides essential details by tracking performance and sales information over time. Once territories have been determined, sales reps can step into their roles with confidence.
Ability To Designate Certain Areas Easier With Sales Territory Mapping
When delegating sales territories, business leaders look at various factors to determine which reps are best suited in which territories. One effective strategy used to create territories involves examining the demographics of the target market. This includes information such as customers’ median home income, homeowners vs. renters, home market value, and credit score. The more information that can be gathered about the target market, the better the mapping results will be. It is also important to look at the current number of customers per territory. This will allow business leaders to designate more sales reps to markets that have more customers and prospects and fewer to areas that have a historically lower number of sales.
A territorial map also ensures that sales reps have enough doors to knock on to maintain a high level of performance. Sales territory maps simplify the process of creating and assigning territories based on the number of houses or businesses that each rep should work on in a day. Using data collected indicating the total number of houses in a territory, a map can be made that evenly distributes work across an entire team. Sales territories can also be distributed by other criteria, such as cities or zip codes; however, this can be a little trickier as the demographics from city to city can greatly vary.
Consult With The Sales Territory Mapping Professionals
Sales territory mapping improves business operations while also boosting motivation and productivity among sales reps. A territorial map tells sales teams a lot about the target market they are working in and what milestones need to be reached to meet their main objective. Sales territory mapping software enables businesses to reach a higher number of productive sales visits by constructively mapping out territories. For more information about the purpose of territorial maps or to learn how sales territory mapping software can improve business operations, contact Geographic Enterprises by phone at (919) 267-3488, or contact us online.