Location mapping is a program that allows companies to model, analyze, and interpret large quantities of data within a dataset outlined by a specific location. Integrating information from multiple sources helps the viewer understand and monitor patterns while creating effective solutions. These solutions include geolocation, which sales managers can use to develop territories. They can also use visualization to determine leads, including customers and designated areas on the map.
Sales mapping software connects management to crucial customer demographics, leads, and locations. It helps establish different distribution channels for customers, particularly across target territories, and allows individual team members to understand its boundaries.
How Software Aids Sales Territories
Although technology has continued to develop rapidly, territory mapping isn’t a new concept. In fact, mapping specific areas have been an integral part of the sales process for decades. Thankfully, automation streamlines the process, adding critical characteristics that were previously overlooked. For example, sales representatives need clearly defined boundaries to ensure they’re strategically targeting areas.
Optimizing Sales Territories
Squeezing the most out of your territory starts with strategic planning. For example, developing regions that focus on optimal conversions can increase sales. That’s because individual reps will be responsible for their territory without overlap. Management can also ensure that all representatives have an equal distribution of accounts and clients.
Complete Understanding of Customer Targets
Every individual customer will be unique, but collectively, many demographics may have overlapping tendencies you’re overlooking in data sets. For example, certain neighborhoods may have specific income brackets, characteristics, and buying habits. Defining sales territories isn’t simply setting up a boundary; your representatives need to better understand who they’re interacting with. They need to establish the best products and services for those specific customers, whether it’s individual services for a lower-income territory or a higher likelihood of an upsell with boundaries in affluent neighborhoods.
Encourage New Client Development
Pushing sales representatives to expand within their territory isn’t a new idea. Mapping software allows more profound insight into existing territories, bringing demographic insights that previously were difficult to uncover. Users can simply determine the target audience for their region, catering marketing efforts to the demographic instead of a generic approach.
Improve Sales Activities within the Company
Previous reports indicate that the average time spent selling within a company is only 33% of billable hours. Optimizing these percentages is simplified; simply identify optimized routes to maximize the time spent with customers. Using mapping software efficiently can reduce the travel time between client locations, improving the number of stops throughout the day. This also improves fuel efficiency while continuing to complete daily sales targets.
Monitor Sales Growth Over Periods of Time
Sales territories need continuous monitoring and review to ensure agents maximize their time. That means, as the company continues to grow over the years, territories may need adjustment. For example, more significant demographics may need a division into two smaller areas as the customer base continues to grow. Mapping software can help managers determine the current territory development and future projections for expanding the area.
Users can also analyze specific growth patterns within a territory to see the influence the brand holds within a particular geographical region. Evaluating this growth pattern can give insight into high performers (who may need larger service areas) or demographics that require further assistance to connect with a representative.
Critical Features to Consider
Unfortunately, not all sales mapping software is created equally, so always review the benefits and features before committing to a specific program. To help get you started, consider these critical areas for your business:
Customer Mapping Capabilities
The better the mapping functionality, the better your company’s analysis of current demographics. Always choose a program that can assess and understand the current opportunities, preferably by integrating customer data from multiple sources. Customer mapping also incorporates territory segments into the program.
Optimized Route Planning
Reduce the time sales representatives spend commuting while optimizing the routes between clients. Sales representatives will spend more time working on accounts, improving client relationships, and focusing on closing deals. The route planning also enhances fuel efficiency, minimizes travel costs, and increases appointments throughout the day.
Ongoing Territory Management
Assigning territories by geographic boundaries will vary by individual companies, whether a specific geographical region or another specific area is determined by outlines on the map. This development provides clearly defined boundaries and allocates top performers with the densest areas.
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