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Salesforce Maps Territory Planning: A Deep Dive into Features and Benefits

What is Salesforce Maps Territory Planning?

Salesforce Maps Territory Planning is an add-on product to Salesforce Maps in Sales Cloud. It helps companies optimize the interaction between sellers and territories and increase efficiency. It enables sales managers to create tailored plans for sales teams through effective territory design.  In simple words, it implies a broad geographical being split into smaller sections – each of them being handled by a specific person or team.
Sales territory mapping involves defining the areas and sales targets for your reps. When done well, it helps you reach the right customers, achieve revenue goals, and grow your business.

Traditionally, sales territory mapping was based on geography. Companies would assign territories using zip codes or drive times and manually mark plans on maps with colors or pins.

Today, smart sales territory mapping technology allows for segmenting areas by industry or customer type. This lets salespeople work in the same region but focus on different customer needs. This technology helps businesses optimize their sales teams to achieve their goals.

Why use Territory Planning?

In sales, your territory is your battleground. It’s where new customers are captured, repeat business is nurtured, and where you outmaneuver the competition. Effective territorial sales planning is crucial for maximizing individual performance, boosting overall sales, and ensuring long-term company growth.

Opportunity Retention: Structured sales systems sensitive to change help streamline user transfers within a territory.
Reduced Sales Costs: Focusing on the right customers minimizes travel time and costs, allowing faster implementation of sales strategies.
Performance Measurement: Optimizing sales territories helps achieve revenue objectives by analyzing sales team performance across various sectors and regions.
Informed Decision-Making: Detailed reports enable data-driven adjustments, improving sales strategies based on conversion data and geographic focus.
Compatibility: Fully integrable with other Salesforce products, and data can be exported in formats like PDF for distribution to sales reps.
Boosted Performance: Territories ensure clear accountability for accounts and leads, driving focus and maximizing sales rep productivity.
Strategic Coverage: By aligning territories with sales potential, you can deploy your sales force strategically, placing your best reps in areas ripe for growth.
Forecasting Finesse: Analyze territory performance to gain valuable insights. This empowers you to make accurate forecasts and identify areas that require additional resources.
Data Dynasty: Territories streamline customer data organization, making reporting and analysis a breeze.

To enhance sales operations in a specific region for optimal performance and results, both territory sales managers and representatives need a well-aligned plan. This plan ensures the right salespeople are matched with the right prospects, considering each rep’s unique personality and sales skills to maximize their potential.
Giving sales operations teams the ability to do all their planning directly in Salesforce, from current plans to future ideas, will greatly boost productivity.
Salesforce Maps Territory Planning is the best tool for defining sales territories. It works well with Enterprise Territory Management, Account Teams, or any custom setup already in your Salesforce system.

Sales Planning

A sales plan helps reps understand company goals and provides a step-by-step guide to achieve them. It includes details about target customers, potential challenges, and revenue objectives.
To maximize efficiency, it's crucial that each rep uses their skills, talent, and experience effectively, making territory planning essential. Territory planning aligns reps with the best-suited territories and customers, offering strategies to close more deals based on data like market trends and sales forecasts.
For instance, if the goal is to gain new customers in a specific area, the plan might include updating lead nurturing sequences, expanding local partnerships, offering special promotions, or hosting events to attract more leads.

Source: Salesforce.

See some Key Features of Salesforce Maps Territory Planning

Fair Territory Assignment: Ensures territories are distributed fairly, considering sales potential, workload, and salespeople’s skills.

Visual Mapping Tools: Provides tools to create maps and analyze sales and customer data visually.

Easy Adjustments: Allows quick changes to territories to keep up with business and market changes.

Detailed Performance Reports: Gives detailed reports on sales performance in each territory to find areas for improvement and growth.

Optimized Territory Design: Helps create and implement plans that maximize coverage without disrupting current assignments.

Geographical Planning: Shows territories on a map and plans travel using optimal routes based on drive-time and road networks.

Territory Management in Salesforce: Allows managing and communicating territory plans within Salesforce for leaders and field reps.

Customer Data Alignment: Links important account and user data to the mapping process, ensuring territories meet customer needs.

Equitable Territories: Automatically balances accounts across territories using key business attributes, ensuring fair territory assignments for sales reps.

Efficient Updates: Intelligent software quickly updates maps for new reps and minor changes without spending hours on data management.

How It Works

Salesforce Maps Territory Planning can import data from other Salesforce products or external sources. This data is used to create territorial models, called “alignments,” which are then optimized by the tool. Once processed, these alignments can be published in Salesforce systems or third-party systems.

Making the Most of Your Sales Territories

With Salesforce Maps Territory Planning, you can ensure all potential customers are effectively covered, meeting your business conversion targets. By using scenarios, you can determine the best coverage for your company’s territories, considering factors such as staffing changes and geographic complexities.
When your sales team focuses on the most valuable customers and opportunities, sales can grow dramatically. Optimizing territories according to business priorities allows for adjustments that make service records accessible and logical, minimizing unnecessary travel.
In today’s competitive landscape, traditional sales management practices can limit your business’s potential. Embracing Salesforce Territory Planning and its suite of products can transform your sales strategy and unlock extraordinary profits.
Ready to revolutionize your sales approach? Dive into Salesforce Territory Planning and experience a new level of efficiency and growth. 

How to Create a Sales Territory Map

  • Identify Your Business Goals

Before you create a map, define your broader business goals. Segment your market based on your sales team’s size and skills, sales targets, and ideal customers. Like any strategy, review your progress regularly and make necessary adjustments.

  • Define Your Objectives

Set clear objectives, such as revenue and sales volume targets. These could also include non-financial goals supporting long-term growth, like reaching specific customer segments or increasing sales of a particular product. Ensure your objectives align with your overall business goals.

  • Segment Your Market

Effective segmentation targets your entire market, not just the obvious big deals. At Salesforce, we use region, company size, industry, and customer lifecycle to segment our market. Your segmentation should support your objectives.

  • Use Experience and Expertise

Assign territories based on your newly segmented market. Consider geography, customer industry, or your sales reps' expertise, depending on your goals. Balance is crucial. Use sales managers' insights and smart software to ensure territories are fair and well-distributed.

Some Practical Applications listed below.

Field Service Coordination
For companies with teams working in the field, Salesforce Maps Professional is like having a trusty sidekick. It helps plan daily routes, schedule service appointments, and ensures everyone gets to where they need to be on time. With real-time updates and mobile access, it's perfect for fast-paced environments where things change often.

Sales Territory Organization
Sales teams can supercharge their efforts with Salesforce Maps Professional. It's like having a secret weapon for managing and optimizing territories. By visualizing sales opportunities and where customers are located, sales managers can ensure everyone has a fair workload and spot areas that need a little extra love.

Retail and Franchise Coordination
Retailers and franchises can level up their game with Salesforce Maps Professional. It's the ultimate tool for managing store locations and understanding customer demographics. From planning new stores to analyzing market potential, it's like having a treasure map for unlocking business success.

Logistics and Delivery Efficiency
Logistics companies can streamline their operations with Salesforce Maps Professional. It's the navigator every delivery driver dreams of, optimizing routes and managing fleets like a pro. With features to ensure on-time deliveries and cut fuel costs, it's the ultimate companion for keeping logistics on track.

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