Sales territory mapping and territory design services

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Tech4T - The Targeting Insight Company +44 (0)1733 890790

	Back to mapping home page Franchise territory mapping		Sales territory planning, territory mapping and customer allocation by post/zip code Tech4T's sales territory mapping, analysis and alignment service is an affordable, high impact way to increase sales revenue, whilst at the same time reducing the amount of time the sales team spend on the road. It is available for the UK, Ireland (Eire), Europe, USA, Canada, Australia and Worldwide Tech4T undertake the complete territory development process from consultancy through to territory design, with maps optionally created as wall maps, tiles, or a searchable web-based sales territory mapping system. We also undertake territory allocation - trawling your databases, data and lists and assigning the right prospects, leads or customers to the right sales or telesales person. To ensure territory allocation is right for your business - in terms of each sales person having time to correctly service each of their allocated accounts - we take account of account type, value to the business and the necessary call frequency/pattern when designing or refining territories. Why balance and adjust sales rep territories? Balancing territories - so that each sales person has the same ‘opportunity’ - ensures your team are competing against your competitors, not each other. If territories are not optimised, there could be significant gaps in coverage with the end result being missed sales opportunities. Even small changes in your sales system can have a huge impact. Sales rep skills, process and morale all need to be optimised for maximum revenue production, but all your hard work will be less effective if you are working with unbalanced territories. Whether you deploy a direct sales force, agents or distributors, regular territory alignment delivers substantial and immediate benefits to the sales team and the business. We take account of customer type, value, profitability, location and demographics to ensure the right customers are used in the balancing process, work with you to preserve 'sales-person to customer' relationships, and optimise territory design to take account of existing structures, preferred call frequency, sales person location and drive times. Our territory planning process - we usually directly involve representatives of your sales team to ensure revised territories are embraced without issue! We will work with you to: Set goals and data criteria... Balance workload, potential, minimise travel... Understand your business... Customer, prospect, management and sales team locations Assess current sales, service or distribution territories... Customer concentration, market penetration, 'sales-person to customer' relationships... Take account of planned changes to the sales force... Moving into new areas, growing the sales team, reducing the size of the sales team (whilst minimising any loss of sales)... Design the sales territories and postal boundaries Taking account of factors such as customer type, value and potential, location of outlets, distribution centres, key staff, etc. We also source external data as needed. Next page
	Some benefits of sales territory mapping and restructuring * Sales recruitment - find the right locations to recruit new sales staff. Whether up-sizing (or down-sizing) your sales team, we can design territories that are fairly balanced with an equal number of opportunities based on your customer profiles, and which take account of drive-times and all (or some) of the home locations of your sales staff. * Increased sales - by spending the right amount of time with the most high potential customers and deploying the right communication channels for other customer segments. * Reduced motoring costs and expenses - by cutting out unnecessary visits, spending more time with the right customers and prospects, and having territories that take account of drive time. * Increased competitive advantage - by identifying and reaching your high potential customers before your competition. * Improved sales force motivation - through a balanced distribution of accounts, realistic targets and, as a result of increased sales, more commission! Calculate the financial benefits - click here Working with your sales reps to optimise sales territories Often there is a need to focus on a single sales region to start the sales territory alignment process, and shown below is one approach we can take. Maybe leads and opportunities are not being allocated fairly, or excessive driving minimises the number of sales contacts. Whatever the reason though, we can help. 1. We work with a list of the Postcodes (or Zip codes for countries outside of the UK) allocated to the sales team in one region, together with the home locations of each sales individual. After validating the Postal geography, we plot the existing territories and surrounding Postal sectors, then provide several maps - varying in detail - in a PDF format for review. One design is then selected and produced as an anti-scuff laminated wall map. The wall map is then used as a discussion point where the sales team add their input - reviewing territories against their home locations, and drive times to reach and cover their territory. They also take account of adjacent Postcode Sectors (or other geography) in surrounding areas to see where perhaps there is imbalance. The map is then marked with comments and suggested changes. Continued on next page...