The proper division or allocation of sales territories among sales members works to create balanced sales territory maps. In sales territory mapping, sales territories are separated based on the demand for the product, types of customers, the number of customers in the area and the capacity of the sales team. Each geographical zone assigned to a sales team member becomes the salesperson’s sales territory. Each territory is served by one or multiple sales team members.
Businesses that effectively manage their sales zones often experience improved customer coverage, a higher number of sales and reduced costs. Balancing sales territories ensures that the business is targeting the right customers at the right times.
What Is A Sales Zone?
A sales zone refers to a group of potential or present clients that are assigned to an individual salesperson or a team of salespeople. A zone or territory is defined by its geographical boundaries and may represent a group of customer accounts, a market or an industry. How sales zones are managed will have a significant impact on the efficiency and financial success of a sales team.
There are several reasons why companies choose to define sales zones. One of the biggest reasons is to balance the workload. When sales members are spread out among territories, they are able to be more productive and less likely to experience burnout. Sales zone management develops compact territories and minimizes disruptions during redesigns. Properly managing sales zones keeps customers coming back and allows talented salespeople to work at their full potential.
How To Properly Manage Sales Zones
Properly managing sales zones will have a major impact on production and motivation. Sales zones should be as efficient as possible to maximize opportunities for the company and reduce wasted time and money. Proper sales zone management involves many components, such as visit rotation schedules and accounting for seasonal trends. It is also important to track performance over time to see what is working and what should be reassessed. As with any good business plan, a properly developed and executed sales zone will lead to long-term, sustainable performance.
Here are several tips on how to properly manage sales zones.
Assess Your Sales Territories
Once a target market has been determined, sales leaders must properly assess their sales territories. Territories can be measured either in a qualitative or quantitative manner based on the service or product being sold by the business. After identifying the value of an account, it should be prioritized based on the sales territory plan. Territories should also be assessed and ranked based on business priorities and needs. Consider the most efficient way to prioritize territories; for example, if the business sells products to many industries, it may be helpful to divide territories based on industries. Also consider which sales territories support which areas of the sales funnel to better rank territories based on low, medium or high value.
Conduct A SWOT Analysis
Conducting a SWOT analysis can also provide value when managing sales zones. SWOT stands for Strengths, Weaknesses, Opportunities and Threats, all of which are important aspects for a business to assess. This strategic planning technique is used to help an organization during the territory planning stage to develop a successful business strategy. Strengths and weaknesses are considered to be internal, meaning the business has control over them and has the ability to change them. Opportunities and threats are external and occur in a larger market. Businesses can choose to take advantage of opportunities and should aim to minimize potential threats.
Set Tangible Goals For Sales Zone Success
Setting clear and tangible goals is critical, whether a sales manager is redefining a specific territory for a single salesperson or mapping out a completely new sales territory plan. These goals should be measurable and easy to track over time to determine the rate of progress and level of performance. Include the sales team in setting practical targets for each territory. Consider from where the majority of new leads are coming, which regions require the most focus, what products are most profitable and how many opportunities must be discovered to meet the quota.
Reach Out To A Sales Territory Mapping Professional Today
An effective sales territory plan has the power to make a sales team more productive, increase sales, improve customer coverage and reduce costs. When well-managed, a sales territory plan is able to target the right customers and implement workable goals for consistent sales growth over time. Today, managing sales zones is much easier with the implementation of sales territory mapping software. This type of business mapping software enables companies to organize business intelligence geographically with location data. To learn more about managing sales zones or to speak with a sales representative about sales territory mapping software, contact the experts at Geographic Enterprises today.