Effective territory management with dynamics map integration
Effective Territory Management with
Dynamics Map Integration
Sales Territory - A defined area assigned to a specific sales rep or a
team. Usually, companies create and assign sales territories based on
aspects like data, sales potential, industry, geography, product,
purchase history, and past customer relationships.To make sure your
territory strategies are working, an evaluation of how your sales team is
performing to achieve defined targets is mandatory.
Along with the targets you would also want to know:
- How well the Sales Reps are managing their respective customers?
- Whether sales opportunities have grown in a particular region?
- Are the sales reps overloaded/underloaded with work?
- What is the geographical reach of the territories?
Sounds important, right? But when you have a monotonous excel sheets
full of sales data, it becomes tedious to assess results. That’s when a
full-fledged Dynamics map integration comes in the picture to save the
day. It helps your team to visualize their sales territories data on a map
and manage operations from there.
And here is how it streamlines your territory management:
Quick Territory Creation:
When you have your Dynamics CRM integrated with Maps, you can
strategize and map your territories easily. It is the first and most
important step to kick start your sales campaign. After finalizing the
regions, the sales manager can create territories assigning a particular
sales rep or a team to that area based on the number of clients, sales
projection, and other aspects.
Since territory management is related to geographical bifurcation, having
a Dynamics CRM map extension complements it. You can easily plot
your accounts, contacts, leads, etc. on the map within the defined
territories. Just by looking at the map, you’ll get insights about who are
highly valuable customers, the demographic spread of customers, low
revenue-generating areas and more.
Improved Sales Rep Allocation:
For example, within a particular state, you assign multiple cities to a
single sales rep. If a single city is generating enough revenue, a sales
rep might not cover other cities. With a map integration, a sales manager
can identify such high-potential yet non-performing cities and assign
other sales rep(s) to that territory to tap into potential leads.
Decreased CRM-Map-CRM Cycle:
Visualizing prospects or leads as pins on Bing maps give Salespeople a
luxury to update data like Revenue, Products, Last updated status, etc.
from the map itself. This eliminates redundant steps and so updating
data becomes easier.
Whenever there is a change in the market or a new sales rep is
assigned, it might impact your existing clients. Taking these changes into
consideration, the sales manager can assess and take necessary
actions like reassigning such areas to an existing sales rep to handle
Build a Team:
Your team is your strength. With properly distributed territories, you can
train sales reps with minimal cost and time. Because their targets would
be defined and clear. And that results in an optimized distribution of
workload for you. It gives equal opportunity to each sales rep and
eventually generates more sales for your organization. It increases
overall efficiency of the team i.e. increased interactions, sales, profits,
In sales, balancing territories is important. If you assign only one of your
sales representatives to a large territory, he would have to work
proactively to attend each customer of the territory. In this scenario, the
clients might not feel satisfied with the services. Same way when you
allocate a small area to multiple sales reps, it increases the overall cost.
In both of these cases, sales manager can utilize the overall capabilities
of the team by allocating the work wisely from the map integration tool.
If you want to give such solution a try, opt for a 30-days free trial of
Dynamics CRM Map Integration Tool to explore the opportunities for
proper management of Territories.