Sales and service territory mapping, Page 3

Tech4T - Sales territory mapping, route optimisation and scheduling. Call +44 (0)1733 890790

	Back to sales territory mapping home page		Continued from previous page... Finally, we take account of road access to customer hot-spots (high density customer locations), especially where sales staff may need to be reallocated, or where they are based out of area and have to travel to reach their allocated territories. Note. Subject to the 'business flexibility' you are able to apply to embrace any suggested changes to your sales infrastructure, we are able to take an 'evolving' approach to optimise your territories. This can include 'multi-base', 'Pareto', 'two-step'... techniques. 5) Taking account of sales hierarchy Where territories are themselves split into separate hierarchical regions, we can include this in our modelling. The map shows a two level design - balanced and optimised territories then split into four sales regions. To produce the example below, we combined customer value, sales potential, drive time and census data. Small maps above show how both a primary and secondary territory could be allocated to each sales person. These could be created based on customer value and could help support customers where a sales representative in an adjacent territory was absent. More information...
	Working with your sales team to optimise sales territories, contd. 2. A second map is produced, this time showing locations of key customers and optionally prospects. Customers can be shown as different coloured symbols to depict characteristics such as value, type, etc. Again the sales team review the wall map, marking on it key business relations between specific customers that need to be preserved, and where other changes are needed. 3. Comments and proposed changes are then passed back to Tech4T where we undertake the design process. Territories are balanced to ensure equal business opportunity and boundaries manually adjusted to take account of feedback. Note. We would usually calculate an optimum number of 'call frequency units' based on customer type and segmentation models, and use this data in the balancing process. A final map is then submitted to the sales team for approval. Once territory design is agreed, separate region and territory maps are created, laminated wall maps produced, and a Postcode-to-territory allocation file supplied to be used in a CRM system to correctly allocate leads. Maps can also be provided as part of a PowerPoint slideshow or as images to place into a document. The three step process would then be repeated on a region by region basis until all territories had been optimised.