Sale Territory Mapping – analysis, design & team alignment
Good sales territory mapping is vital for sales productivity. Tech4T work with you to design or realign sales territories that improve sales team performance.
Irrespective of the size of your field team, having sales territories that enable your target customers and prospects to be visited at the right frequency will deliver significant increases in both sales and team efficiency.
That usually starts with a review – a snapshot of the landscape of your customers, prospects, key target segments, field team locations, current territories and who visits who, why, when and where.
The benefits of undertaking a review and subsequent realignment of your sales territories can be substantial – increasing productive sales visits by 25% or more when coupled with the right activity planning, customer targeting and compensation plan.
Why Sales Territory Mapping?
But sales territory mapping done wrongly kills productivity. Sales reps can waste valuable selling time travelling around their territory visiting the wrong people instead of making productive calls. In contrast, an optimal sales territory alignment reflects your company’s strategy, helps deliver on sales quotas and is effective for your team in the field. It will bring many benefits …
- Improved segmentation to identify those accounts or prospects with the highest sales potential
- Rationalised sales territories with a better allocation of the right customers and prospects
- Balanced and more fairly distributed workload
- More sales visits per rep per day
- Increased sales and customer satisfaction
- A focus on more profitable customers
- More efficient travel and lower costs
- Extended customer and prospect coverage
To develop an optimal territory design for your field team requires far more than mapping. It requires a deep understanding of your sales and marketing plans, customer value, potential and channel analysis, team skills, field logistics and more. These are areas where we have the hard-won expertise to help.
Tech4T’s territory alignment and sales territory mapping services will deliver…
- Bench-marking of your current sales territory structure or service team areas
- Recommended adjustments for improvement
- Restructuring of sales territories to accommodate business change
- Guidance on where geographically to recruit new team members
- Forecasting at both individual account and territory level
- Creation of one or more new sales territory structures
- Preservation of important rep-to-customer key account relationships
- Customer allocations for each sales territory alignment or service area
- Postcode alignment to sales territories for lead allocation
- Cost and revenue implications for each sales territory
Whether you’re making changes to your sales territories or service areas, reorganising a national team or merging multiple teams, contact us here or call us on 01733 890790.
Testimonial – Sales Territory Design
“We knew that to ensure the success of our new field based sales force, we needed a company that we could partner with and trust. Tech4T delivered everything that they promised (and more), they had the quality of approach and focus that made the whole process run smoothly and delivered everything on time and to budget. Graham and the team come highly recommended.”
James Coe, Head of Sales, 123 Send Ltd.