A Quick Guide to Sales Territory Management by eSpatial
Learn how to boost sales, increase productivity and reduce
costs with sales territory mapping.
A Quick Guide to
Chapter 1: WHAT IS SALESTERRITORY MANAGEMENT?
Chapter 2: HOW CANTERRITORY MANAGEMENT BENEFITYOUR SALES
Chapter 3: WHYYOU NEED MAPPING SOFTWARE FOR SALES
Chapter 4: QUESTIONSTOASKYOURSELFWHEN CHOOSING
TERRITORY MANAGEMENT SOFTWARE
Chapter 5: GET STARTEDWITH SALESTERRITORY MANAGEMENT
eSpatial | A Quick Guide to Territory Management 2
Recently there has been an upsurge in sales
organizations investing in territory management
software to enhance their sales performance
capabilities.According to Gartner (2016)The
adoption of territory management has increased
from 22% in 2012 to 38% in 2015.
We believe this is the result of a combination of
multiple factors such as a more competitive
landscape, a more analytical and performance
driven sales environment and a data-intensive
This means organizations are now looking for
ways to make sales data easier to digest and
gather insights such as market gap analysis and
73% increase in
Territory mapping is one of the easiest ways to visualize your data as it allows you to overlay multiple datasets which
helps you to bring insights to the surface.These insights then drive business decisions about sales people and
distributor locations by identifying which territories are over-served and which need a higher priority.
Poor territory management can be costly for an organization, time and money are wasted in administrative work and
key insights can be missed leading to reduced or lost sales.
Read on to see what you can learn from this eBook.
eSpatial | A Quick Guide to Territory Management 3
What will you learn from this eBook?
What territory management is and why it’s important for your
How territory management can benefit your sales teams.
Why you should be using mapping software to manage your
How to select the right mapping software for your needs.
eSpatial | A Quick Guide to Territory Management 4
What is a SalesTerritory?
A sales territory is the customer group or
geographical area for which an individual
salesperson or a sales team holds responsibility.
Territories can be defined on the basis of
geography, sales potential, history, or a
combination of factors. Companies strive to
balance their territories because this can reduce
costs and increase sales.
What isTerritory Management?
Territory management is a methodology to
control, optimize and improve territory
alignment and structure your sale’s resources
and activities.This can include balancing and
aligning territories so that sales personnel and
resources are being used effectively to
maximize productivity of your sales team.
Territories are often unbalanced; some may be
underserved or valuable resources could be
misdirected to a low value area.
Sales quota and territory
management software that
refines business practices for
territory sizing and
balancing can add over 5% in
sales from existing resources.
eSpatial | A Quick Guide to Territory Management 5
Usually to manage territories, companies
create large databases using a mix of internal
and external sources. But managing territories
through a single solution makes it easier to
interpret data from multiple sources, build and
manage territories by visualizing them on a
A quick overview of what territory alignment and
balancing means along with the benefits of having a
well balanced territory.
Territory alignment is a well-known and commonly used sales productivity technique whereby specific geographical
or regional sales territories are assigned to a specific salesperson.
The basic building blocks are usually states, counties, cities and zip-code areas; large customer accounts locales or a
combination of these factors.Territory balancing refers to ensuring that sales territories themselves are equally
distributed among the sales team.
Depending on the market condition, the activities and resources of your sales team, their objectives, and the insights
gained from visualizing your spreadsheet data, you may want to balance assigned territories according to the value
or workload that they represent.This can be the volume of customers, opportunities, leads, or even the size of the
Balanced and aligned territories are proven to be effective and efficient, allowing you to get the best performance
from your sales team.
WHAT ISTERRITORYALIGNMENTAND BALANCING?
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Unbalanced sales territories can be a headache for sales teams. If a salesperson’s territory is too big or if their
workload is too heavy, they cannot effectively cover all customers and prospects.
Conversely, a salesperson whose territory is small or not populated enough has too little work and can end up
wasting their potential on low priority clients, leading to under utilized sales resources and an unmotivated
workforce. As a result, the company loses money, time, and potential customers.
Balanced territories on the other hand, are proven to be effective and efficient, allowing you to get the most from
your sales team by allocating sales opportunities more equitably.
Territory management software ensures efficient coverage of sales territories, improving lead development,
increasing responsiveness to emerging trends, and balancing the workloads of employee’s, thereby maximizing the
company’s performance and profits.
eSpatial | A Quick Guide to Territory Management 8
Management Can Benefit
6 Benefits ofTerritory Management forYour SalesTeam
1. Increases Sales & Reduce Cost With AlignedTerritories &
2. Measures PerformanceThrough Reporting & Analytics
3. Identifies Hidden InsightsWith DataVisualization
4. DelegatesWorkThrough Hierarchies
5. Increases Collaboration & Sharing WithinYourTeam
6. SavesTime With An EasyTo Use Solution
eSpatial | A Quick Guide to Territory Management 10
An important benefit from sales territory
mapping is increased sales and reduced costs.
Territory management will improve market
coverage allowing sales teams to be more
efficient at making each sale and grasping
new opportunities, gaining a stronger
Aligned territories will result in balanced
workloads for sales personnel, providing them
INCREASED SALES &
When sales territory data is visualized using
mapping software, there are a host of analytical
tools to take advantage of including several
different performance reporting options.
Mapping software enables data plotted on a map
to be aggregated to get a consolidated view of
performance. It’s possible to segment and filter
data, isolating sales of above or below a specific
value. You can also overlay demographic and
geographic data to identify insights in your
Each member of a sales team can create reports
and analyze their own territories and measure
their current performance against quotas and
targets.These reports can then be easily shared
with colleagues and managers.
REPORTING & ANALYTICS
with greater earning potential, improved morale
and career satisfaction.This leads to higher
motivation, lower staff turnover and most
importantly, more sales.
Territory mapping also provides route
optimization capabilities. Field Sales teams can
reduce travel costs, improve fuel efficiency and
increase the number of customers that they
serve within their territory.
eSpatial | A Quick Guide to Territory Management 11
The human brain can interpret visual content
faster and easier than textual information. Sales
teams and managers should take note of this
considering that almost 90% of all information
interpreted by the brain is visual.
It’s also been proven that managers who use
visual data tools are 28% more likely to find
opportune information than those who rely
solely on traditional reporting and spreadsheets.
DataVisualization enables you to quickly
optimize and visualize the data from your CRM
and spreadsheets. An interactive map allows the
discovery of hidden insights and patterns not
possible in spreadsheets.
Seeing a territory in a variety of different
perspectives allows you to see not only the
bigger picture but also more granular detail.
For example, zooming in to see greater detail
based on different market characteristics such as
customer types, or assigned sales professionals.
Questions you can answer
with data visualization
•How many customers in a
•What areas are not being
•Are there gaps in your
•Where are your customers
most densely located?
eSpatial | A Quick Guide to Territory Management 12
You can create hierarchies to match your sales team’s organization structure. Using territorial hierarchies enables
more flexibility over data visibility, collaboration and delegation between managers and teams. Each member of
your sales department, from sales rep to regional manager can quickly see and manage the territory they have
For example, a sales rep may only see their own territory in a city suburb, the Regional Manager can see all of his
sales team’s territories in a city, while the National Sales Manager can see all the territories in the country.
Each sales representative can clearly see the territory they are responsible for, allowing them to focus on their own
market.This facilitates the sharing of data up and down the managerial chain. As a manager you can use these
hierarchies to measure the performance of each territory, and quickly delegate responsibility acr0ss your sales team.
eSpatial | A Quick Guide to Territory Management 13
Territory management software enables
collaboration and sharing between sales
managers and sales personnel.You and your
sales team can input/edit sales data and plan
For example, members of a nationwide sales
team can add their own data – latest sales or
leads – to a territory on a daily basis, thus
creating a complete, up-to-date holistic view of
You as a sales manager, can share historic sales
performance, territory definitions and current
performance against targets.This facilitates a
constructive sales performance conversation
using a single source of sales data.
The instantaneous nature of being able to
collaborate on territories online reduces the
necessity of expensive and time-consuming
onsite sales performance reviews.
Additionally, territory maps can be shared easily
publicly or privately online, used in
presentations, and printed in high quality
SHARING & COLLABORATION
For sales teams located remotely, seamless
collaboration is very important. Cloud based
solutions can allow these teams to collaborate
on the definition of their territories from any
location, the office or the field in real-time.
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Software Is Essential For
Our insights into sales territory management in this eBook have been formed through direct engagement with
sales organizations around the world.
These insights have helped us to define what we believe to be the 12 reasons why mapping software is essential for
effective territory management.
WHY MAPPING SOFTWARE IS ESSENTIAL FORTERRITORY MANAGEMENT
eSpatial | A Quick Guide to Territory Management 16
12 Reasons Why Mapping Software Is Essential For Sales
1. Increases profits and achieves greater efficiency through quicker on boarding and clear delineation.
2. Quickly divides up a large target area into more manageable regions.
3. Allocates and realigns territories to sales teams more effectively.
4. Improves collaboration across the sales team.
5. Cultivates better sales leads.
6. Builds your territories from predefined locations (from zip codes, counties, states, provinces, and countries).
7. Creates territories straight from a spreadsheet.
8. Overlay other geographic regions or points for reference.
9. Balances your territories on multiple data sources.
10. Creates Hierarchies to match your company’s reporting structure.
11. Produces vibrant maps for presentations and reporting.
12. Optimizes your sales calls with routing.
eSpatial | The Definitive Guide to Territory Management 17
8 QuestionsTo AskYourself
Do you require various levels of visibility to
match your sales organization structure?
Assuming you do, you should choose a mapping
software solution that has hierarchal features.
These features will allow you to set up multiple
hierarchal tiers for a territory map.
Look for these following capabilities to:
• Import and build sales hierarchy definitions.
• Assign a territory to a sales team member.
• Delegate responsibility for specific territories
to a sales team member.
• Control visibility of assigned sales territories.
Before you choose a territory mapping
software solution and begin defining your
territories, it is important to identify your
challenges. Below are some essential questions
to ask to before making a decision:
WHAT ARE MY CHALLENGES?
• What are trying to achieve with your sales
• What does success look like for you?
• Are you trying to compare performances
against targets and quotas?
• Create and realign territories?
• Identify gaps in your coverage?
• Manage resources?
• Communicate the organization/
reorganization of your sales team?
• Or simply identify where your customers are
Knowing your challenges allows you to identify
the software solution that fits your needs.
DO I REQUIRE HIERARCHIES?
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CAN IT SCALEAS MY BUSINESS
It is important to have a solution that can scale
along with your business.Your ideal vendor
should be cloud based as one of the biggest
features of cloud, besides reliability, is its
ability to scale.
Are you looking to compare your sales data with
additional information such as demographics to
reveal the age, gender, or population of
customers in your territories?
Look for the following capabilities that support:
• Multiple globally available data sets (e.g. US,
Canadian, European datasets etc).
• Census demographic data.
• Customized datasets.
• Global geo-coding.
When working with sales data, which can be
changeable, it needs be able to grow, and
update along with your business.On-premise
software is limited in its ability to increase
capacity and requires time and effort to
Cloud based solutions provide the elasticity for
businesses to scale up or down, without the
need to buy expensive software licenses or
CAN I COLLABORATEAND
DELEGATETO MY SALESTEAM?
Territory management involves the collaboration of
multiple users on a sales team, where the ability to
allow numerous users to access the same maps can
enable time savings and real time coordination.
When selecting a territory mapping software for
your sales team, having the ability collaborate and
even delegate some of the work is crucial.
Look for the following capabilities to:
• Share live territory maps easily.
• Allocate permissions for maps.
• Securely share maps internally and externally.
CAN I LAYERTHIRD PARTY
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WHAT ARE MY REPORTING
Performance reporting will be essential to key
stakeholders in your organization, so it is likely
to be a key decider when you are reviewing
mapping software provider.
In-app support is vital for any type of service used
in business today.While many services provide
help forums and websites, the vendor you select
should provide in-app support such as live chat
allowing users access to experts on demand.
A dedicated account manager is also important
for ongoing support as they will check in with
you periodically and based on your usage, can
make recommendations to help you achieve
Finally, the vendor should also have a detailed
on-boarding process that can help your sales
team become efficient with the software quickly.
Any software that you are going to adopt for
your organization or sales department needs to
be easy to use.
There are many mapping software solutions
available however most will need a high degree
of configuration and customization forTerritory
Look for a solution that has been designed and
built by SalesTerritory Management experts.
After all, effective territory management relies
on faster and improved processes and the
software will be used daily by your sales team.
IS SUPPORTAVAILABLEWHEN I
IS IT EASYTO USE?
eSpatial | A Quick Guide to Territory Management 21
Look for the following capabilities to:
• Export/print high res booklet of territories
including hierarchy structure.
• Export for PowerPoint presentations.
• Create customized reports.
• Report using heat maps, radius maps and
The perfect mapping solution will have an easy
to use interface, no install requirements,
ongoing automatic updates, and include
Use the checklist on the next page to identify the best
sales territory mapping software for you.
TERRITORY MAPPING CHECKLIST
Upload business data directly
Territory alignment & balancing
Create custom territories
Radius maps & heat maps
Share maps publicly & privately
Dedicated Account Manager
Live chat support
Create territories from csv/spreadsheet
eSpatial | A Quick Guide to Territory Management 23
ThisTerritory Management eBook is brought to you by
Working with thousands of international users of our mapping software, we focus on making customers successful through world-class
customer service and location technology.
eSpatial provides mapping and powerful insights in minutes, not months. Our software is focused on user results and not the complexity
to get there. It’s fast, easy and powerful and backed by our team of mapping experts with 15 years experience in delivering results.Trusted
by our customers and partners that span nearly every industry, we are committed to helping our users reach their mapping goals.
OurTerritory Mapping Software is used daily by customers ranging from global multi-billion dollar organizations, to small and medium
enterprises. It has been designed from the ground up, with feedback from our users to make sure it meets the requirements of sales
teams from any industry.