How your sales team can benefit from territory mapping software
If your sales representatives serve as your army, sales territory mapping is your strategic battle plan. And as your battle plan, it can significantly influence both your representatives’ performance and your revenue growth, either for the worse or the better.
The only caveat is that creating a territory is frequently labor-intensive and time-consuming for those that don’t understand the objective or benefit they hope to achieve. That’s why, long before you begin using the tools, you have to gain a high-level understanding of what they can do.
Improve lead quality
Irrespective of the size or success of a company, the quest for increased sales is perpetual, as it directly correlates with enhanced profitability. Streamlining the process for sales representatives to decipher their territories allows them to allocate more time towards lead generation—an outcome that benefits all stakeholders. Moreover, the best sales territory mapping software provides a more nuanced understanding by enabling reps to target prospects based on various criteria such as demographics, location, job title, and industry, allowing them to decipher between cold and warm leads.
Better morale for better sales
To maximize your sales, you also need to maximize the time your team spends on converting leads into cold, hard revenue. For this reason, sales territory mapping is crucial to your success in your business since, with it, teams can balance the workloads of your sales personnel, ultimately increasing their earning potential. This results in happier employees and cultivates a positive cycle of high morale, motivation, and sustained sales performance. The improved job satisfaction experienced by your sales team contributes to reduced staff turnover, creating a more stable and productive workforce.
Additionally, sales process mapping brings the added advantage of route optimization. Streamlining your employees’ travel routes can reduce travel costs, expand the number of clients they can reach within their territories, and enhance overall fuel efficiency.
Facilitate collaboration within remote sales teams
When target markets exist over a large geographical area, collaboration will be necessary to ensure your audience hears the sales message. For this reason, a visualization tool can help sales teams see who is working in what areas, especially when the team is all working from remote locations and cannot communicate in person. Utilizing cloud-based mapping solutions enables these teams to collaborate in real-time on delineating their territories from any location—whether in the office or the field. This approach ensures a cohesive and synchronized effort, promoting enhanced teamwork and efficiency across the sales team.
A foundation for growth
Utilizing mapping strategies can also be a foundational tool for scaling your business, offering a structured approach to managing sales territories. With an approach to duplicate and repeat, expanding into a new market and/or increasing your sales areas comes with a pre-flight checklist that is rooted in data rather than mere speculation.
Efficiently partition extensive target areas into manageable regions
Considering the above example, the opposite may also be true. If you are working with a large territory, software may help your team to segment a sizable target area into more easily manageable regions. Visualizing a territory on a map provides an overarching perspective and intricate details. For instance, zooming in allows for a closer examination of specific market characteristics, like customer types or the allocation of assigned sales professionals.
Putting it into practice
Ready to put these benefits into action? Remember, designing sales territories using mapping tools involves several key steps. Begin by identifying the locations of both existing and potential customers to establish the primary territories. Once established, assign employees to each region and continuously evaluate the effectiveness of your design. To refine the territorial boundaries, consider various control units, such as metropolitan statistical areas, ZIP codes, cities, counties, and states. Hopefully, with these few steps in mind, your sales team will have what they need to get the full benefit from territory mapping software.
