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Best practices in territorial management
Proper territory management for field sales reps is essential to a solid retail execution strategy. Clearly and strategically defined territories, comprised of the right mix of customers, can generate revenue much more quickly and efficiently than poorly designed and segmented territories without a coherent strategy. Territory management software can help boost your business, but for those just starting out, here are some basic best practices to consider when assigning territories and planning routes.

1. Segment customers strategically
When developing territories and planning routes for your field sales teams, customers and prospects should be segmented not only by geography but also by profile. A random ten-block radius territory comprised of marketing list of plumbers email companies with a history of small purchases or varying product needs will not set up the assigned rep for success. Customers can be segmented by a number of factors such as company size, potential/existing sales, product mix and alignment with company values ​​and sales goals, etc.

2. Plan sales routes according to customer needs.
After planning a business development strategy with specific sales goals for each territory/customer/sales rep and as a whole, consider how much time should be allotted to each customer with those goals and strategies in mind. How many visits, phone calls, meetings/presentations, and deliveries will be necessary to not only meet sales goals but to properly serve the customer so they are satisfied and continue to do business with your company. Next, schedule visits and plan routes using the inSitu Sales Route Planning Tool to create territories, assign reps to them, and map out daily/weekly/monthly routes to increase efficiency and productivity while reducing travel time and related expenses.

3. Assign accounts strategically (using territorial management software)
Consider sales reps’ strengths, professional knowledge/experience base, and existing relationships with owners and retailers when assigning them territories and customers. Leverage their attributes and experience to deepen relationships with those customers.

Let's say a customer worked with a sales rep in a previous position at another company or a rep has a similar personality to the owner or a personal interest and knowledge about the types of products the retailer sells — these are all benefits that could work to the company's advantage and increase the quality of time spent with those customers in the field.

By combining your knowledge of field sales reps with route accounting and territory management software, you can focus on strategy while your business grows.

4. Insist on excellent record keeping
Mobile software is only as good as the data that is uploaded, so be sure to impress upon your sales force the importance of taking notes and keeping records frequently and accurately. Notes on sales goals, customer updates such as staff changes, new store openings/expansions, new product category offerings, etc., that can impact how, when, and what products to present and sell to those customers is essential to achieving your company’s sales goals. Ensure that product, customer, and inventory information, in Quickbooks for example, is updated and synced with the inSitu app at all times to increase revenue-generating activity in the field.