Importance of effective territory management
The ultimate objective of demarcating areas is to efficiently allocate resources and maximize sales revenues. Poorly divided territories can often lead to a sub-optimal field activity, lost opportunities and demotivated field staff. Here’s why it is important to create balanced territories across sales representatives:
- A balanced and well thought through Sales Territory Management fosters better customer relationships. Hence, it aims to expand market coverage and provide enhanced customer service.
- It raises the possibility of identifying good-quality leads and accomplishing sales goals.
- Motivates the sales forces and pushes them to deliver better performance and efficiency. In addition, it aids in effective evaluation that duly rewards and retains high performing sales representatives.
- From the management perspective, sales territory management leads to enhanced control and better cost allocation.
Giving your sales team a structured Sales Territory Management plan is one thing, but how do you make sure that every member of your team follows it in the field?
How to ensure that PJPs are being followed?
Technology can help in more ways than one. A sales force automation solution or a sales tracking software or secondary sales software typically offers pre-defined PJPs or Beats that the on-ground salesman can choose from, so that he as well as his manager gets visibility on which outlets he will be covering that day. Automated, optimized beats help brands improve their outlet reach, boost their average drop size as well as increase sales productivity.
With a standout offering from FieldAssist called Beat-o-Meter, brands hike their efficiency up a couple of notches and maximize their outlet potential! Based on the last 3 months of order history, all outlets in the Beat-o-meter are color-coded into Active, Dormant, To-be-dormant and Inactive and Never Visited outlets. Via the Analytics app, managers can track the outlet status in real-time and accordingly guide their sales team.
By using Beat-o-Meter, one of our customers converted 30% of the Never Visited outlets into active outlets and 40% of No-Order outlets into Active Outlets. Imagine the kind of impact this would have had on their revenue!
One of the most critical aspects of on-ground sales operations is beat planning, and if you’ve got your sales territories optimized, that’s half the battle won! Sales automation can help on-ground teams extract maximum business potential from their territories. Is your team there yet?
