How To Do Effective Sales Territory Mapping

Sales territory mapping is more than a way to draw lines of engagement. Create a territory map to boost your sales in 2023.

Sales territory mapping is the process of segmenting the market and assigning individual sales representatives to each zone. These days, these zones are not limited to geographic regions. 

You may represent your clientele graphically using a sales territory map. It makes it simple to identify which salespeople are responsible for certain parts of the country and where your potential consumers and clients are. It is helpful to have a detailed map that lays out your resources and sales targets to achieve revenue objectives and reach the correct consumers.

Traditional territory plans were drawn out manually, with highlighters used to assign colors to various regions on paper maps. Businesses started using Google Maps more recently, but more modern sales organizations use sales territory map software that helps map sales territories. It takes the guesswork out of allocating territory and brings in sales data that's useful for it.

Assigning territories used to be limited to a physical location, but technological advancements have made it possible to expand territory mapping to include a wide range of other considerations. Instead of only concentrating on a customer's geographic location, you may divide them up based on their interests, purchasing habits, or other characteristics. The sales process has also evolved. Reps may now close deals from afar thanks to sales tools like electronic signature tools. This emphasizes the need to define sales territories even more.

A poorly matched territory results in wasted time and money. With the help of sales territory mapping, you can determine whether a particular region is too big for a single salesperson to handle effectively. Alternatively, sales territory mapping software provides light on whether or not a specific region is excessively congested.

It eliminates the possibility of salespeople stealing business from one another by ensuring that sales rep's territories never cross. In addition, you may zero in on the most probable customers, saving time and effort.

With the right sales territory map, you can make educated choices like allocating territories to the most qualified sales representatives in terms of experience, income potential, or location. When salespeople must make field sales, field sales teams or field sales reps may be more productive using built-in route planning tools.

If you take the time to plan out your sales territory carefully, you may boost sales by as much as 20 percent.

Benefits Of Sales Territory Mapping To Your Sales Teams

Resource Allocation: Strategic sales teams place a premium on resource management. The success of a sales territory business strategy hinges on allocating sufficient resources. 

In terms of sales productivity, the sales team can only be as productive as its smallest component, the sales representative. By clearly delineating territories, you may more efficiently split your entire addressable market into distinct client subsets and allocate your resources accordingly. 

Every salesperson is assigned a territory around the same size with a manageable number of prospects. 

It may become necessary to reassign representatives to new territories, modify existing territories' size, or bring more reps on board as markets evolve and expand. In extreme cases, you may need to change a salesperson's territory completely.

Performance Tracking: Sales territory management software offers sales managers close tracking to improve sales performance in each region.

Working in defined areas makes it simpler to track each salesperson's progress in relation to the leads they're responsible for bringing in. It facilitates territory performance evaluations and makes sure that sales representatives are not competing with one another.

Reps are more likely to succeed and make more sales if assigned to territories that cater to their individual skill sets.

Planning: With a sales strategy and a game plan in place, you and your team can put your efforts where they will do the most good and target clients most likely to make a purchase. You have a firm grasp of who your satisfied clients are, the obstacles they face, and the solutions you provide to these problems. Consequently, this will lead to great sales. 

Customer Service: Companies strive for lifelong patronage from their clientele. Clients are more likely to purchase from your company if you and your sales staff establish a positive rapport with them. Clients are won over through these connections, from first-time buyers to dedicated regulars.

Salespeople can only invest so much time and energy into cultivating client connections when they're already swamped with other tasks. The satisfaction levels of your target audience may decrease. However, combining a sales territory plan with customer service makes the latter much more manageable for sales representatives. 

Marketing: When the sales regions and sales teams stay organized, management can focus on other aspects of marketing. 

The sales management team may employ marketing research on a territorial basis to allocate resources, establish sales quotas, and plan for the future. Also, when salespeople are responsible for a specific geographic area rather than the whole market, they are more likely to contribute to promotion, distribution, and advertising, which may lead to positive outcomes.

How To Design An Effective Sales Territory Map

  1. Map out areas where you will most likely succeed: You may construct map territories in several ways. There are different ways to map sales territories, such as geography, customer type, or even sales goals. Various factors, including the nature of your business and its clientele, the nature of the goods you distribute, and the skill sets of your sales representatives, will influence the mapping strategy you use to delineate territories. Create territory lines that are clear and fair.
  2. Consider the needs of your salespeople: Make sure that the territories are balanced in terms of workload, sales potential, and other factors. Figure out how many of them can be expected to meet their target. You can then calculate the number of salespeople you need to complete your targets month after month by combining this information with the typical ramp time at your company.
  3. Create a profile of the perfect buyer for your sales team: Individuals like these are most likely to become repeat customers and advocate for your brand. They're crucial to the success of your group as a whole. Learn as much as you can about your target audience, including demographics, interests, difficulties, and location. It's only a matter of where to look for them. Examine who you already have as clients as a starting point. Who among them has been with you the longest and contributes the most to your bottom line? Determine the commonalities that bind these people together. Then, have your sales staff utilize those details as a starting point in creating a profile of the "perfect" client.
  4. Use visual aids: You may represent territories, customers, and other data as map points on an interactive map using Proxi, bringing CRM information to life and reducing the risk of missing important details. Each map point may also be assigned a color for visual recognition. You may use color to differentiate between different types of contacts, such as marking new leads as purple, lost chances as green, established clients as blue, and interested parties as pink. You can then quickly assess the location and potential of each client by looking at your interactive map. If you use a sales territory mapping tool like Proxi, you can even keep notes on the client in each map point or link to the client's record in your CRM.
  5. Make the map easy to update: It should be simple to make adjustments to the map since your company's needs will evolve as time passes. Check that the map can be easily updated so that it can always reflect the most recent information.
  6. Communicate the map to your team: Make sure that your sales team is aware of the territory map and understands their responsibilities within their assigned territory. Developing territory and enforcing the new strategy might take time. However, if you include your sales staff in the territory design phase, they will feel appreciated, reducing many of the common complaints about new initiatives. 
  7. Review and adjust the map regularly: As your business changes, you may need to adapt to ensure you still have effective territories. Review the map periodically and make any necessary changes.

What Is Sales Territory Optimization?

Equally crucial in optimizing sales territories is the mitigation of capacity overload and fatigue of sales reps, in addition to the clear and fair allocation of territories. 

Money is lost when representatives cannot provide full attention to each of their accounts and leads when they're already working at or near capacity. Conversely, being under capacity is just as terrible since it leaves salespeople with no realistic chance of meeting targets. You may focus more on each account without feeling overwhelmed by optimizing your territory to strike a balance.

Optimizing your sales territory can be ongoing, as businesses may need to adjust territories as they grow and change.

How Do I Create A Sales Territory Map On Proxi?

You may split a large region into smaller chunks that your sales representatives can more easily cover with a Proxi sales territory map. Avoid the hassle of using paper charts or clumsy charts by making the best sales territory map with Proxi instead.

After preparing your map using all the possible sales mapping features here, assigning responsibilities is the next step in establishing fair territories and increasing sales output. 

One example of sales territory mapping is dividing America into more manageable portions and then using categories and color coding to indicate the different sorts of customer accounts you're dealing with, such as "Expand," "Recapture," "Attain," and "Keep." Remember, you're not limited to geographical regions. 

When you've established your territories, you may designate the appropriate person or group one territory. Manage your territories and keep your map current with developments in each area.

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