Territory Management in Salesforce
Territory management in SalesforceⓇ is a hugely effective tool for revenue generation. It ensures that personnel resources are allocated to where the best business opportunities lie. This helps your team to visit more customers, generate more proposals, and fill the sales pipeline. It also makes life easier for sales managers by streamlining the rep management and reporting processes. In this article, we look at the best ways to approach it in order to maximize productivity and revenue.
What Is Territory Management?
Territory management involves overseeing sales activities based on area. This approach divides a customer base into different sections for sales reps to focus on. It’s common to segment based on geography using zip codes, states, or regions. However, some companies choose to allocate territories based on customer type or the product that they’re likely to be interested in. It’s also possible to manage territory allocations using a combination of these, such as customer location and vertical market sector.
Why Are Salesforce Territories Helpful?
At its most basic level, territory management ensures that sales run smoothly. It helps reps to know which accounts they are responsible for so there are clear boundaries for the entire team. It also helps managers and inside sales reps to decide who new leads should be allocated to. This avoids any confusion or arguments since there are clear divisions of responsibility. Without Salesforce territories, the quest for new leads can become a free-for-all with reps going after any and every contact in the CRM.
From a management perspective, the territory model helps to streamline sales activity. It ensures that the company is making full use of its personnel resources to maximize sales revenue. Taking a scattergun approach to selling is rarely successful - trying to make sales to an entire country would be overwhelming. But by dividing an area into smaller regions or segments, it’s much easier to focus on revenue-generating opportunities. It also encourages salespeople to take ownership and responsibility for their area. This drives accountability and gives them the freedom to take the initiative where necessary. The territory approach can also generate healthy competition between reps and increase the performance of the team overall.
Another benefit of territory management in Salesforce is the efficient allocation of resources. It ensures that customers can be supported by a rep no matter where they are located. This helps you to avoid losing sales for those clients who would otherwise ‘slip between the cracks’. For any business to remain competitive, it needs to be chasing down every opportunity within its remit. By managing territories you can ensure that you have reps in the right locations so that your company never misses a sale.
Sales resourcing isn’t just about geographical locations. Creating Salesforce territories that are based on product preferences can help to increase your conversions. It enables you to assign product sales specialists to sell to those accounts that are likely to need expert help. Depending on the type of product or service that you sell, there may be a large amount of discovery work that needs to be done. Clients may have technical questions or complex needs that a generalist sales rep will struggle to address. By allocating a product specialist to deal with these niche customers, you’re more likely to meet their needs and convert the prospect or opportunity into a sale. It’s more efficient than trying to train all your reps to be specialists in every product. In some industries, it may not even be possible since there can be certifications that are required or training content that takes years to learn. In situations like these, it may be better to hire a sales rep with the relevant credentials and then assign them to a specialist ‘product’ territory.
Who Can This Approach Benefit?
Territory management is a fundamental part of successful selling and helpful for companies already using Salesforce (as well as those in the planning stages). Any business that sells its products or services via a sales team will benefit from adopting the model. Organizations that operate on a national basis or across state lines will find it especially helpful. Even companies that only focus on one city may benefit if they have a lot of potential customers in their area. It helps to streamline the sales management process so that everyone knows exactly where to focus their time.
Leveraging Salesforce’s territory management feature can be beneficial for companies with field sales reps that are involved in:
- Medical and pharmaceutical sales
- IT and cybersecurity sales
- Fast moving consumer goods (FMCG) sales
- B2B sales
Types of Salesforce Territory
Here are some of the most common ways that organizations divide up territories in Salesforce:
- Geography - city, county, state, zip code,
- Customer type - new or existing
- Customer industry - medical, retail, insurance, hospitality, education, I.T., etc
- Customer revenue - setting thresholds can help you to allocate the appropriate resources
- Product requirements - this will reflect your own product offering
- Sales type - B2B, B2C, trade, third-party distributor channels
How Do I Set Up Territory Management?
The first step is to identify how best to divide up your Salesforce territories. Is a geographic model going to work for your organization? Or do you need to base your sales areas on customer revenue? It’s vital to select the right approach from the start so spend some time considering the pros and cons of each option. This will need to be weighed up in relation to your specific business as there isn’t one hard and fast rule that can dictate which is best.
The Salesforce.com CRM system makes enabling territory management a breeze. Without a single source of customer data, it would be a complex process. Spreadsheets and maps simply aren’t going to cut it - there are too many variables to manage and sort so it’s crucial to have a digital solution. Making strategic decisions based on a huge list can be difficult since it isn’t easy to identify patterns, gaps, or opportunities. This is where software systems like Salesforce.com and MapAnything can be incredibly valuable.
Your administrator will know how to create territories in Salesforce or be able to find out using Trailhead implementation guides. But it’s important that the management team first defines the setup based on the strategic needs of the business. This will ensure that the territory management features fulfil your requirements and can report in the ways you want. Once the requirements are specified, the administrator can then create multiple territories, assign accounts based on role hierarchies or custom fields, and even set up territory teams. They can also set up rules so that new leads are automatically assigned to certain reps based on industry, zip code, or any number of other variables. This makes it simple to allocate customers and opportunities to the right person, taking away much of the unnecessary admin.
However, many sales managers struggle with deciding how best to set up their territories. Which areas have the most potential for revenue? Where are customers clustered? What’s the best way to divide up a city or state? Even a powerful CRM system like Salesforce.com can’t help you to make these strategic decisions. This is why MapAnything is now an essential territory mapping tool for both growing and established sales organizations.
MapAnything helps companies to design optimal territories so that field sales reps can service more accounts in less time. It enables you to visualize customer data and aids territory management in Salesforce using state-of-the-art mapping technology. It’s the only global enterprise platform that supports sales managers with territory design and planning, as well as field execution and the visualization of results. This helps companies to maximize their resources, drive productivity and revenue, increase territory control, and improve visibility, all while reducing expenses.
Using Software To Align Resources With Opportunities
Using a digital tool is much more efficient and effective than spreadsheets, maps, and customer lists. Territory mapping software can perform thousands of complex calculations per second which means it saves time and effort. It can also weigh up an infinite number of different variables and create models of various scenarios. This makes it easy to test different types of territory structure before implementing them in Salesforce. You can see whether the customer spread, workload, and revenue opportunities will be aligned with the sales resources you have on the ground. You can try out different setups to see which will best support your business goals. If you plan and manage Salesforce territories correctly, you can improve the productivity and revenue results of your sales team.
Optimizing territories is an important and ongoing part of sales management. What works when you first launch a business may not be the most effective option three years down the line. By improving how your territories are defined and connected, you can ensure that your sales teams are working efficiently. Sales intelligence can help identify high-performing territories, accounts, and opportunities for improvement. If one rep has more customers than they can visit but another rep trails behind, then it may be prudent to adjust their territories and balance the workload.
Territory management in Salesforce can also help the business to scale and grow sustainably. Sales mapping software can help you allocate team resources in future growth areas. It can provide data visualization insights that influence field sales recruitment and inform strategic decisions. Territory alignment with business objectives is crucial if you’re to achieve both revenue and profitability targets.
MapAnything allows you to do all of this and more. It’s the industry’s leading cloud-based sales and service resource optimization (SSRO) solution that leverages mapping and optimization technologies. It enables businesses like yours to maximize field sales and service resources. It integrates with Salesforce forecasting, territory management, and customer data. Because it’s built directly onto the platform, it’s always accurate so users never have to worry about SRC or syncing errors. This also means none of the frustration and hassle of waiting 20mins for MapAnything to update with the latest Salesforce data. It’s a powerful software tool that supports large-scale enterprise territory management as well as SME needs. By combining Salesforce.com and MapAnything you can:
- Combine territory data on reps, customers, and products to define the best structure for your business objectives.
- Set up territories and test them prior to implementation so you know whether they will work for your business needs beforehand.
- Increase revenue and market share by maximizing your sales resources.
- Easily make assignments between accounts, territories, and opportunities.
- Improve morale and motivation and reduce turnover by designing sales territories with equivalent opportunities.
- Communicate hierarchy and territory configurations to the field and modify alignments with maps and reports within Salesforce and Salesforce Lightning.
- Produce accurate sales forecasts by territory when using the Collaborative Forecasts feature.
- Generate reports that help assess territory effectiveness and identify optimal team coverage.
- Leverage your existing Salesforce investment and lightning components to generate an even stronger ROI.
In addition to territory management, MapAnything enables reps to create optimal schedules and map efficient routes to maximize productivity.
- Advanced territory optimization - define well-balanced territories based on capacity, workload, and revenue opportunity (instead of geography alone).
- Sales rep tracking - both real-time and historical tracking to measure planned activity versus actual to inform future planning.
- Map-based visualization - instead of text lists and spreadsheets, get intuitive representations of customers, reps, and asset resources to identify patterns, gaps, and opportunities.
- Efficient scheduling - create optimal schedules for field visits that take into account multiple constraints and also minimize wasted time.
- Route planning - identify the most efficient travel routes based on multiple constraints and influencing factors such as traffic.
If your business is grappling with questions like how many reps it needs in the field, where they should be based, and how to maximize their efficiency, then MapAnything can help answer them. And because it’s integrated with Salesforce.com, you’ll have one source of truth that’s contained in your sales cloud CRM which creates accurate records and post-meeting data entry. Users enjoy single sign-on from Salesforce and out-of-the-box integration with desktop, mobile app, and AMP features.
Salesforce Territory Management Best Practices
When implementing territory management in Salesforce, there are a number of best practices that help drive end results. They can improve adoption by reps, streamline administration, increase productivity, and generate overall revenue results. Here are three of the most effective best practices.
- Start by defining your territory objectives. Work backward from your targets to establish how many customer meetings you’ll need to reach them.
- Apply the ‘territory management 20’ rule to the twenty most valuable customers in a territory. Reps should check in with them regularly and ensure they’re maintaining a close relationship even if they’re busy with other account projects.
- Provide reps with on-going training - enterprise territory account management requires a robust customer database but some reps will be hesitant to adopt a new way of doing things. Regular training ensures that they can get the best out of the tool and understand how it’ll save them time while helping them earn commission.
These Salesforce best practices can be applied to any sales organization. Whether your business is at the height of its capacity or struggling to meet targets, focused on new business development or generating repeat loyalty, assigning territories will help. It provides enough structure to get results while allowing flexibility for the sales style of individual reps.
Territory Management & MapAnything
With over 2,100 customers and over 150+ employees worldwide, MapAnything helps clients increase revenue, drive productivity, gain better territory visibility, and deepen customer loyalty. Our Location of Things (LoT) software is built for one simple task - empowering your enterprise to maximize revenue capture, maximize the number of happy customers you serve, and maximize leads generated to accurately attribute ROI. We do this all in the CRM workflow to help clients streamline operations, automate their business process, and increase overall accuracy and adoption.
MapAnything makes field teams more effective, efficient, and profitable. MapAnything allows you to perform vital Salesforce® tasks from the map - log calls, update records, create new tasks and events, and add thousands of contacts to a marketing campaign with one click. Schedule and optimize an entire week in MapAnything to spend less time planning, and more time selling.
MapAnything brings your CRM data to life and ensures field teams are operating at maximum efficiency. When every meeting is a new opportunity to produce revenue, field teams need the right tools in their arsenal to spend more time with customers and less time planning routes or performing administrative tasks. Our route planning software arms field reps with the information they need to perform productively and generate more revenue for your business.
Interested in trying it out for yourself? Request a demo here.