Sales territory mapping has become an increasingly popular tool for sales teams. Sales maps are used by managers and sales reps to better understand the customers within specific areas and identify patterns that present an opportunity for growth. However, certain mistakes can cause sales organizations to experience setbacks and wasted resources. Learn what mistakes to avoid when using sales territory mapping.
Common Mistakes In Sales Territory Mapping
Sales planning and territory assessment involve a lot of research and data. Due to the many variables involved in sales territory mapping, a lack of comprehension can lead to avoidable mistakes.
One of the biggest challenges in creating sales territory maps involves building a balanced map that provides fair opportunities to all sales reps. Some sales reps may only sell to easy accounts or spend too much time attempting to sell to accounts that show minimal potential. When territories are misaligned or unbalanced, sales teams tend to miss revenue targets.
According to a 2018 Sales Optimization Study by CSO Insights, 57 percent of respondents reported that their territory modeling requires improvement or a complete redesign. Here is a closer look at some most common mistakes in sales territory mapping and how businesses can help avoid these oversights.
Leaving Sales Teams In The Dark
The members of a sales team are one of the company’s greatest assets. Without these individuals, the business would not make nearly as many sales and would ultimately fail to grow. For sales territory mapping to be effective, it is essential to involve sales reps in the planning process; their useful advice and guidance, based on their experience in the field and history with prospects and clients provides a wealth of information. They can also point out patterns that may have been overlooked.
It is important for all members of a sales team to contribute to the process of territory planning. This guides the right sales reps to be placed in the proper territories based on experience and similar aspects. By involving the entire sales team in sales mapping, managers can also boost employee morale and productivity. Communication among sales members also promotes collaboration between reps, with mutual benefits.
Using Limited Data
Data collection and research is key when developing a sales territory map. The information gathered for mapping purposes is what managers use to make decisions regarding which territories require more focus and placement of sales reps based on performance. Retaining as much client and account data as possible ensures that the sales territory map is based on concise research rather than estimates and predictions.
In some instances, modifications to a territory map may be necessary due to a shifting market or a dramatic increase or decrease in the number of sales reps or clients. Any adjustments should only occur when circumstances require or when it will positively benefit the business. Continuously changing a sales territory map is confusing to sales reps and may negatively affect client engagement.
While having adequate research and account information is critical, too many spreadsheets can be overwhelming. Sales territory mapping allows managers to better manage and evaluate their sales reps and teams by organizing information on clean and concise sales maps. When spreadsheets and other paramount information is well organized, sales reps are more equipped to approach their targets, manage their schedules and align clients with the right products. In turn, this can increase sales.
Collecting territory data from numerous spreadsheets and other documents can also be highly time-consuming and widens the margin for errors. Additionally, spreadsheets offer minimal security in the form of access management or permissions, allowing these documents to be inappropriately shared.
Sales mapping software makes the process easy by optimizing the planning process and capturing historical performance. Mapping automation can save businesses a significant amount of time, money and manpower.
Reach Out To The Sales Territory Mapping Experts
Proper sales territory mapping can provide businesses with a wide range of benefits, such as enhanced consumer coverage, reduced travel time and sales costs, increased employee morale and streamlined sales force evaluation. The use of sales territory mapping software can also help the sales team delegate work more effectively to ensure that all sales reps have a fair chance to secure deals. Sales territory mapping software is easy to use and takes just a short amount of time to turn business data into useful maps. For more information about sales territory mapping or to acquire mapping software, speak with the sales territory mapping experts at Geographic Enterprises.