TERRITORY PLANNING

The focus of Geoplan's offer is the provision of tools to assist in effective resource deployment; the efficient management of sales-based territories is central to this theme. Resource costs are high, the need for efficiency and effectiveness is key. Using this process, leads can be accurately allocated, gaps, overlaps and wasted effort can be eradicated.

A territory plan for a given territory needs to include an analysis of previous sales activity, customer segmentation (to identify the most and least profitable customers), as well as profiles and locations of the best prospects – this can be achieved via geodemographic segmentation. Your plan should also include a strategy that accommodates for the strengths and weaknesses of each salesperson.

Geoplan provides the necessary building blocks, data and tools to understand the current position and define an effective structure based on performance variables and targets of your choice. New national territories can be formed or existing territories can be fine-tuned to improve performance and reduce costs.

Management time to effect these changes and to generate "what if" scenarios is kept to a minimum, ensuring more time is devoted to sales and business development. This is because as you make changes to territory boundaries, all performance and lead data is carried with it, ensuring the seamless re-allocation of work, which can be fed back into central systems as required. This approach can also be applied within the territories to assist in directing effort where it will generate best return.

Key benefits include:

• Reduced effort and travel time
• Appropriate team sizing and location
• Clear territories for lead allocation and performance management
• Increased customer time
• Improved control at reduced cost

With Geoplan’s analysis tools and data you can visualise sales activities and understand the current situation for a given territory. The resulting information will assist with the identification of territory gaps, overlaps and areas of waste, which may include:

• Inefficient resource deployment
• Targeting less profitable leads
• Unnecessarily high fuel costs
• Inefficient call schedules
• Inappropriate team sizes

The value of this insight is immense. It allows you to develop a clear plan that focuses on ensuring the sales territory is balanced, the salespeople have achievable targets based on market potential and that each daily task is optimised – whether that’s planning fuel-efficient route schedules or spending more/less time with appropriate customers and prospects.

Sales and Operations departments within companies such as TaxAssist and Salvation Army use Geoplan’s Territory Planning systems to assist with setting-up new territories and improving existing ones. We also have experience with companies in the following industry sectors: Education, Finance & Insurance, Franchising, Leisure, Market Research, Motorcycles, Retail and Service & After Sales.