The following discusses sales territory design, the process of working with you
to create your territories. If you already have territories, we may be able to help
your efforts, to save you money and better optimize the results. If you already
have franchise or sales territories that you would like to see on a map, we suggest
you visit:
Sales Territory Maps.
Easy Links to Sales Territory Design Topics
The Right Sales Territory Design Process
The sales territory design process reflects the business: its management, history,
culture, direction and industry. Some companies are established with 100 years of
history, while others are relatively new. One business has a complex, well established,
multilevel sales organization structure that undergoes annual review, while other
businesses seem to redesign territories monthly.
The Territory Design Process should
accommodate the organization
and its specific needs.
Sales Territory Design Options
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At SalesTerritory.com, we have a complete collection of tools and expertise which
is used to develop your custom sales territory design process.
Most of the Franchise and Sales Territory projects fall into these categories:
- We Do All of the Work for You With an understanding of your business and
specific needs, our experts create your territories and deliver the maps, reports
and databases necessary to put them to work.
- Our Team Does the Work With You Territory design is an iterative process,
often involving many departments. Our team works closely with your departments in
the way that best coordinates the project and provides the deliverables required
by each.
- We Deliver the System, You do the Work Many organizations have the staff
and expertise, as well as the commitment to manage the Territory Design Process themselves.
For these companies, the benefits of control over the process more than offsets
the additional cost of time and staff. We make sure that you have the tools you
need. If custom systems and databases are necessary, we will create these for you.
Sales Territory Design Process Examples
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- New Sales Force for New Product A national medical supply company requires
not only territories...but a prediction of the required number of sales people as
well. Teams work together to study the sales potential at hospital and clinic locations
as well as travel time and other work load factors.
- Maximizing Franchise Revenues A business services franchise grows beyond
designing territories by "what the franchisee wants". A web based system helps them
use demographics to create the greatest number of optimal areas.
- Standardize & Update By ZIP Code A home cleaning service wants to transition
to territories defined by ZIP Codes. Older maps are used to redefine and update
new areas.
- 10 Year Growth Plan A national home protection service looks to establish
over 1,200 new territories over the next 10 years. A combination of customer profiling,
demographic projections and a statistical study of distance weighted factors provide
the basis for a yearly plan.
- Translate Legal Documents A national fast food franchise looks to establishing
a computer based territory management system. A web based mapping system was created
which helps the user to visually translate legal descriptions into computer mapping
formats.
- Territories by Household Income A regional home service looks to expand nationally.
A model based primarily upon the number of households with children in areas within
a certain income range is used to create territories.
- Balance by Customers, Prospects, Drive Time A regional office supply company
looks to update sales territories. The locations of customers and prospects are factored
with current revenues, current account growth and new account prospects to create
a balance of sales opportunities with work.
- Design by Retail Outlets & Ethnic Populations With successful growth, a seller
of phone cards looks to create new territories, often splitting existing ones. Analysis
of sale history and location of retail outlets in relationship to targeted ethnics
populations provided the basis for the new territories.
- Door-to-Door Delivery Tools A national publisher of phone books distributes
by door-to-door delivery. An online system allows them to easily plan for each market,
design each delivery route and print the packet of instructions and delivery map
used by each book deliverer each day.
- Delivery by a National Grid A shipping and delivery services company looks to create
sales territories, analyze data and manage deliveries through a custom national grid
system. A web based system helps them build and maintain this "nested grid" territory
system, as well as input customer data and track delivery resources.
Why Use the Team at SalesTerritory.com?
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- Nearly 25 years of experience In 1985, our staff began creating complex territories
for a consumer products company. We developed large maps, as large as 9 by 12 feet,
to hold all the data and information to support the design process. Once on the
mainframe, then on the PC and now on the Web, we create and deliver sales territory
design support.
- We are Your Mapping Department Digital and printed working maps through presentation
quality maps were produced last year for nearly 17,000 companies. From the board
room to the sales department to the drivers on the road, we create the maps you
need.
- Develop the Design Process Right for You We support you in the way that makes
sense for you and your organization, including services and systems. We will help
you make the right choice between services and systems. And, we grow with you...start
by using our service and then, as your organization expands, transition to a system...often
the same system we have built to do the work for you.
- Save Time and Money We draw on our experience to help you design the best
process for your business. And, our large client base allows us to share the economies
and minimize your costs.
- Optimal Use of Printed and Digital Maps We fully provide digital and printed
map publication and distribution. This supports the often iterative process of territory
design, making it easy for people to review design and provide feedback, whether
down the hall, across the country or around the world.
- Web Applications for Design Support Our web programming group creates the
tools necessary to bring the advantages of the World Wide Web to the Territory Design
Process. From collaboration and creation to maintenance and distribution, we place
the data where you need it, in the way that is easiest to use.
- Customer Profiling and Market Analysis When you need to develop an analytical
understanding of your customers, we can help. We can also work with you to find
new customers, where they are located and cost effective ways of developing them.
The result: better territories.
- Math & Statistical Modeling for Balancing Many projects benefit from the
modeling process. A descriptive model of the demographic and geographic factors
describes how the sales process for your product, market and organization functions.
A predictive model applies what has been learned to new markets as well as the future
conditions of current markets.
- The Most Accurate, Updated Geography Our data and geographies come from the
leading, most respected sources. Most data is updated quarterly; some monthly. The
staff at SalesTerritory.com then brings to the table nearly 25 years of enhancing
these databases, enriching their attributes and customizing them for your special
needs. We do more than use geography...we create it!
- Automation and Production Support Proprietary systems run over a nationwide
network with 8 servers over 50 computers and 6 high volume large format printers.
A dedicated staff of designers, analysts, developers and map makers assure that
you get the project you need, when you need it.
- Custom Territory Boundaries Bring the results of your territory projects
into your favorite mapping and database software. We will create your territory
boundaries and provide them ready for use in any format for any application such
as ESRI, MapInfo and Oracle. And, we will further customize your geography for any
use, from large format printing to web app images.
- Publication Quality Maps Our map makers and proprietary systems produce the
finest quality maps. Working with thousands of businesses, we developed 8 formats
that are most effective for business applications. And, if you need something new,
we will develop a custom format just for you. You will find our maps in boardrooms,
shipping departments, movies, company war rooms, books, delivery trucks, web sites,
TV, Embassies, military installations...the bosses wall...on your desk.
- Easy to Work With Our mission is to make sure you get what you need, the
way you need it, at a cost your organization can afford. When people ask "What file
format do you require?" we ask them what format is easiest for them. When they
ask "when can we get the maps?" we ask "when do you need them?" And, we craft agreements
that get you what you need, at a cost and payment program that makes it easy for
you to get approval.
- Projects Large and Small, Complex and Basic We have nearly 25 years of developing
sales territory expertise and tools with the largest organizations...and then finding
ways to make these tools applicable and affordable by the smallest. We want to work
with you...one map or one thousand. Whether you are part of a multinational organization
or the proud owner a small business, we give you best of class expertise and a solution
to your territory needs.
- Projects Completed on Your Schedule When a client asks "When can you complete
my project?" we ask "When do you need it?" A fully integrated staff of designers,
analysts, developers and map makers work with you to coordinate every aspect of your
project. Every effort is made to bring together the resources necessary to get you
using your territories.