Whether your territory includes a couple of cities or a couple of countries, they can become difficult to manage after a while.
Territory management is often discussed because it can help your sales manager demolish goals if it is done right, or ruin your revenue if it is done wrong. Here are the strategies you need to know to efficiently manage your sales territory.
Get a visual of your territory
While spreadsheets are great for organisation, they don’t tell the whole story. This is especially the case for the approximately 65% of the population that characterise themselves as visual learners. How many of these visual learners do you think are in sales, or even on your sales team? It is likely there are quite a few; therefore, it is important to map your territory as it can give you a better idea of where your clients are located in respect to each other.
This can be a great help especially if there is a last minute cancellation and you need to find a close location to visit instead of losing valuable time.
Make the best use of your time
One of the most common mistakes that people make while managing their territories is making inefficient routes. This leads to more time spent on the road, more money spent on gas, and more time wasted that could have been spent in meetings. Optimised routes lead to less miles between customers. The time you save with optimised routing could be the time you spend meeting with three more customers per week.
Stay on top of your notes
After meeting with a client, make sure to take notes. This information will be helpful for your follow up meetings. It will also let you track the relationship with the client if they are a current client, or let you track the progress if they are a potential customer. Staying organised can make or break a sale. If there is a piece of crucial information that you forget to write down, it could mean the potential of that sale is forgotten with it. Keeping on top of your notes can be especially hard while on the road, but in the long run it will pay off.
One tool that can help you stay on top of all of the above is Badger Maps, a sales routing app that helps field salespeople optimise their territory management and close more deals.
Badger Maps is a software program that is designed to make field sales managers manage their territory more effectively and sales reps run routes more efficiently. This is a fantastic tool that lets you visualise what could once only be found on a spreadsheet.
After you map your accounts in Badger, you can use the lasso tool to draw a circle around the accounts you want to visit and create an optimised route out of those. This lets you organise an entire sales route in seconds. You can plan your entire week in minutes! Then, all you have to do is click optimise and you will have saved yourself time and money by using the most efficient route.
One feature that is really helpful with that is the visualise feature (see picture below). You can colour code your map by a number of different fields. Visualising your customers paints an obvious picture of which part of your territory needs management.
Finally, check-ins allow you to make a quick note after visiting your client. This way you will not lose any valuable information that may help you land the sale. As a sales manager, you can feel more connected with your territory because you can see the details how your sales reps are operating.
Overall, it is important for you to stay on top of your territories in order to save you time and money. Badger Maps helps you manage your territory. You’ll cut driving time by 20%, land 25% more meetings, stay more organised, and finally be able to visualise your territory.
Several Fortune 500 companies have been successful at managing their territory using Badger Maps. Read how L’Oreal and Kerr Dental have improved their sales operations. So whether you use a tool like Badger Maps or just follow the tips that will help you manage your territory, it is of the utmost importance that you stay on top of territory management to get the best results.