Sales territory planning and mapping services

Unlocking the value of information
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	Back to sales territory mapping home page		Hierarchical Territory Design The map below shows a two level design - balanced and optimised territories then balanced into four sales regions. To produce the example below, we combined customer value, sales potential, drive time and census data. For balancing, territories or sales locations could be based on an equal distribution of sales potential, product mix, workload, performance data, drive-times, TV regions, visitors, or any other parameters such as population or competition. Territories can be shaded or labelled to suit your needs and developed using any combination of data types. They can also be designed to tie in with any country or county boundaries, and political or organisational structures. We create thematic territory maps, highlighting areas of business by potential or underachievement. The thematic analysis can be based on data referenced to each territory individually, nationally or internationally. Thematic maps can be for single or multiple variables and we also apply predictive modelling, segmentation regression, and scoring (inc. regression analysis) to evaluate territory performance and determine potential. We can provide the territory design in a PDF or wall map format, or in custom-built web-based information system, with zoom maps and drill-downs to underlying data. With this solution, each sales person can access their own customers and prospects! And where we need to use your data for territory design or to build into information systems, we protect data security by working on 'a copy' or non-sensitive data. For interest, we use a mix of consultancy, proven analysis and mapping processes, carefully researched data, and up to nineteen separate tools to deliver clearly defined and fairly balanced territories - along with a statistical breakdown of each territory's potential. Our mapping solutions are usually delivered in 10-15 days, subject to complexity. Call Tech4T on +44 (0)1733 890790 to arrange to see our demo systems! Next step, request more information
	Working with your sales team to optimise sales territories, contd. 2. A second map is produced, this time showing locations of key customers and optionally prospects. Customers can be shown as different coloured symbols to depict characteristics such as value, type, etc. Again the sales team review the wall map, marking on it key business relations between specific customers that need to be preserved, and where other changes are needed. 3. Comments and proposed changes are then passed back to Tech4T where we undertake the design process. Territories are balanced to ensure equal business opportunity and boundaries manually adjusted to take account of feedback. A final map is submitted for approval. Once territory design is agreed, separate region and territory maps are created, laminated wall maps produced, and a Postcode-to-territory allocation file supplied to be used in a CRM system to correctly allocate leads. Maps can also be provided as part of a PowerPoint slideshow or as images to place into a document. The three step process would then be repeated on a region by region basis until all territories had been optimised. Optionally... the final territory design can be built into a web-based map-driven information system. This can reside on each sales person's PC (or notebook), an Intranet or made available via the Internet. Customer locations can be plotted with drill-downs to important sales figures and customer location and profile data. Time for territory realignment? The expenses associated with a sales force are considerable so it's essential they align with market potential. But customers, products, competitors, sales people (and their skills) change. All can impact on sales workload often resulting in missed opportunities and customer or sales force dissatisfaction. Territories therefore should be assessed on a regular basis and realigned as necessary to ensure your sales force are operating at maximum efficiency. Remember... Unbalanced territories can lead to lost revenue, unmotivated sales staff, excessive travelling time, poor customer service and missed opportunities. By balancing territories, companies can increase productivity and sales, whilst reducing costs!