A sales territory is an area that is under the charge of a specific sales rep or team. Generally, companies create territories based on a number of factors including data, potential, geography, product, industry, demographics, purchase history, past customer relations, etc. To ensure the efficacy of your territory strategies and assess their success, evaluating how your sales teams are performing to achieve defined targets is indispensable.
You may need to know not only about targets but also about:
- How well are your reps handling their respective customers?
- Has there been a significant increase in opportunities in a particular territory?
- Are the sales reps experiencing work overload or underload?
- What is the geographical reach of a territory?
Seems that you should have all this important information, doesn’t it? However, volumes of sales data in monotonous excel sheets can assess data a really tough job. Here comes into play a full-fledged Dynamics CRM Mapping tool to save you that ‘hassle’. It helps your teams view their territories data on a map and manage operations from there.
Read on to know how it helps streamline territory management.
- Instant Territory Creation
With your Dynamics 365 map integrated with a mapping tool, strategizing and mapping your territories becomes an easy task. Marking your territories is the first and most essential step in the direction of kickstarting your campaign.
After mapping the regions, the sales manager can create territories and assign a rep or team to that area after taking into consideration a number of aspects like the number of clients, projects, etc.
- Simplified Visualization
Since geographic distribution directly affects territory management, a Dynamics CRM Map extension can help with it. With a map extension, plotting your accounts, leads, contacts, etc. on the map within the specified territories becomes simplified. With just a look at the map, you can easily get detailed insights of highly valuable customers, customers’ demographic spread, low-sales areas, and more.
- Optimized Sales Rep Allocation
At times, the assessment of data like revenue of a particular territory helps optimize team allocation.
Let’s say, you have initially allocated several cities in a state to a sales rep. However, you found out that one particular city is performing much better and generating more revenue than others despite their high revenue-generation potential, you can let your sales rep focus on that city only. And assign some more sales reps to that territory to tap into potential leads from other cities.
- Decreased CRM Map - CRM Cycle
By visualizing your prospects or leads as pins on Bing maps, your team members can easily update like Products, Revenue, Last Updated Status, or more right from within the map itself. As a result, updating data becomes simplified and speedier owing to the elimination of redundant steps.
- Minimized Revenue Fluctuations
Any change in the market or assigning of a new sales rep to a sales territory may impact your existing clients in that area. By noticing all the fluctuations and assessing them thoroughly, the manager can take the necessary steps. For example, they can reassign such territories to a former sales rep to handle client relationships and generate good revenue. Or try out some other strategy as the situation demands.
- Make Your Team Better and Stronger
Your team is your real strength. If you distribute territories properly, training your sales reps becomes easier at minimal cost and time. As their targets would be clear and well-defined, it would help optimize workload distribution for you. Which would thus lead to an increase in the team’s overall efficiency, be it in terms of sales, interactions, profits or clients.
Balancing territories is a crucial aspect of territory management. Assigning a single team member to a large territory, they would have to work proactively to handle the clients of a large territory resulting in them getting overburdened. They may even fail to stay on top of all the clients at times and disengage them making them start considering other options. And the overall revenue may go down. On the contrary, if you assign multiple sales reps to a small territory, it may lead to wastage of resources and unnecessary investment resulting in an increase in the overall cost.
In both these scenarios, sales managers can distribute team resources across various territories and utilize the individual team member’s potential better using the Dynamics CRM map integration tool.
So, it is high time you provided your sales team with a map integration tool to manage territories better to unlock higher productivity.