BUSINESSMAPCENTRESALES TERRITORY MAPPING

Getting Started With Sales Territory Mapping

• The management of mapping sales territories

varies from business to business

• Some companies may have territories that are

outdated or require rebalancing

• Whereas sales territory mapping maybe a new

concept to a recently established and growing

company

• The technical aspect of mapping sales territories is

challenging

• Your new territories may affect existing commission

plans

• Your sales territory design must also be backed up

by a solid justification of the design process

• This will help ensure that you have support for your

sales territory management from your sales team

Map Business Online helps the process of sales territory

mapping by:

• Offering an affordable online mapping solutions

• Providing demographic maps of England, Scotland and

Wales to input into the sales territory design process

• Allowing the export of supporting data to Excel for

administrative purposes and to support sales territory

discussions

Start Your Design Process

• Start with data that is meaningful to your company

• This could be your own historic sales figures, or data

from the latest Census such as population

demographics or information on social grade

• The trick in mapping sales territories effectively is to

upload data with a locational component – ensure you

have a full postcode, postcode sector (e.g. SW1 1),

local authority level, or county level areas associated

with your business data

Sales Territory Mapping using Map Business Online

Sales territories based on county level data

Polygon tool used to select groups of areas based on

population centres

• Importing your business data into an online web map

is a great place to start sales territory mapping

• Once initial sales territories have been mapped, you

can start to discuss the issues with your sales team

and have a better idea of how to manage sales

territories going forward using an online web map

BUSINESSMAPCENTRETERRITORY MAPPING SOFTWARE

Five Ways Territory Mapping Software Will Improve Your Business

• Now lets look at ways in which mapping software

will improve your business

• Whether you work for a small business or large

organisation, a small investment in territory

mapping software could help your business survive

and prosper

1. Territory Maps Define Ownership

There is a need for clear ownership and accountability

within any organisation. This is often split geographically.

Web mapping applications can make it very easy to split

the country up into precise territories.

• Once a sales manager has completed their sales

territory mapping, they can use it to assign accounts to

the reps or for more sophisticated analysis. Load in

customer data with purchasing information, and use

the maps to define hot spots and geographically show

where spending decisions are made.

Sales territory management

2. Optimise Marketing Campaigns

Marketing activities often have a geographical focus.

New campaign ideas can be best evaluated by using

a test area, or by varying the approach across a few

comparable test areas. This can lead to big long-term

gains from your marketing spend.

• Test the campaign in areas with particular

demographic profiles, and tweak your

approaches to find a strategy that will give you

maximum success

3. Address Overlapping Sales Coverage

Overlapping sales territories are sometimes a necessity,

and one that your territory mapping software should be

able to support. A good mapping tool will let you

highlight, manage, or resolve the overlaps.

• Territory overlaps can arise due to historical account

relationships, the locations of reps, the needs of key

accounts, or simply because territories haven’t been

precisely geographically defined

4. Use Territories To Organise Your Customers And ProspectsMost businesses review their sales figures on a regular basis.

This will give you a simple view of the direction of your business,

but it pays to get a full picture of how and where the successes

are happening. Sales territories can give you a simple

geographical basis for taking a closer look at your sales pipeline

and metric.

• A sales manager or analyst can view sales data, customers,

or prospects by territory. For each territory, you could look at

prospect generation, sales activity, sales conversions,

customer spend, and try to understand why performance

varies between different areas.

5. Territory Mapping Helps You To Understand Your Business

Mapping software gives you the power to visualise

your own business data. We often see how valuable

this can be, whether the results paint a surprising

picture or finally confirm a pattern that has been

suspected for a while.

Territories Revenue

Even richer insights can come from comparing your

business data with other data layers

• Look at census data such as the numbers of

people of a particular age or socioeconomic

group

• Overlay competitor locations and see what

impact they have on your results by site or area

• Create drive-time or crow-flies areas around service

outlets or retail locations to view the impact of travel

distance

• View results by local authority, export them as a table and

then compare to other relevant datasets

• Load historical data and review changes over time

This understanding can help shape your strategy and make

you more effective, whether you are a sales rep, a manager

or run your own business.

BUSINESSMAPCENTREMAP BUSINESS ONLINE

How MBO Can Be Used To Generate Franchise Territory Mapping Areas

• Franchise territory mapping plays an important role

early in the franchising process, and helps to grow

the business quickly

• It is also encouraging for potential franchisees to

see that their allocated areas are clear, are based

on genuine market size considerations, and can be

protected as they develop new business

• Postcode boundaries will be the most useful

geography to build territories from

• Postcode boundaries allow distinct areas to be

defined where marketing activities are concerned

• You will then need to decide on what basis you will

allocate areas to overall territories. For instance, you

may wish to simply base your territories on population,

or you may want to target a particular demographic

• The best way to actually start defining territories is to

use an online mapping tool such as Map Business

Online, which has a free trial period of 30 days. Or you

could bring in a mapping professional to your project

and get the mapping done as a GIS service

Map Business Online helps the process of franchise

territory mapping by:

• Offering an affordable online mapping solution for

franchisors

• Providing demographic data for England, Scotland

and Wales to input into the franchise territory

design process

• Allowing the export of supporting data to Excel for

administrative purposes and to support franchise

territory discussions

• Allowing the instant mapping of territories if you

already have them defined as a list by postcodes

sectors or local authorities

• Gives franchisors the power to manually build their

territories from scratch

A franchisor analyses postcode sectors with 2011

Census population demographics of Great Britain

• Once your franchise territory mapping is complete,

you can target potential franchisees over large

areas, helping to grow your business quickly

• If things are going well, you can even re-define

territories in areas you have not yet sold to increase

profitability

If you find you need some help with any aspect of

franchise territory mapping, then map experts Lovell

Johns can offer many other custom mapping

services, above and beyond those provided by Map

Business Online.

There are a range of hardcopy and digital mapping solutions to help

both Franchisors and Franchisees, such as:

• Standardised franchisee Wall Maps

• Franchisee Digital Postcode Street Atlas, which allows you to print

PDFs showing street mapping of your whole area with postcode

sectors overlaid

• Updatable web mapping to show the status of available territories

to prospect franchisees

• The creation of a customer facing web mapping application to

point potential customers to their nearest franchisee