Exploiting market segmentation is going to change your business. Your sales domain makes your life easy and your team becomes their best self.

An area of sales is the geographic or market space where your sales people focus their work. Mapping these areas well has a lot of benefits, from improving team communication to learning more about your existing customers.

We’ll be talking about sales area, why mapping is crucial for your business and how our tools can improve your employees’ productivity in this article.

What is a sales area?

A sales area is an essential part of a business’s sales organization, it represents the exact granular area in which a company works and interacts with its clients. It has three dimensions, the sales team, the channel and the unit.

They all establish the system that controls the transaction of sales and shipments of products or services in order for the company to process and store transactions.

When sales zones are well defined, your business can adapt its plans to specific markets, to the needs of the customer and to organise sales better. That way you can be more efficient and better customer service.

Map your sales territory: definition and ROI?

Sales area mapping or zoning sales territories, is the secret sauce of your company’s sales efforts.

It includes segmenting geographic regions to handle customer relations and sales better. An effective map will make sure your resources get used where they’re most effective, so you can focus on the sales you are doing.

The proper organization of a sales space is as critical to a business as its offerings. Indeed, the Harvard Business Review found that a successful sales territory layout could grow sales by as much as 7% with no change in resources or sales methodology.

Map your sales territory more deeply than ever if your business is growing and your market is changing. With the right amount of data analysis and top-tier tools such as, sales managers can create the perfect territories to unlock opportunity and leverage the specific selling abilities of their sales teams.

An intelligent way to define sales regions means reducing the overlaps, getting each area covered and getting rid of waste that will prevent your business from scaling. It’s one of the few features that makes each territory stand out so you can take personalized approach to reach your customers.

An even distribution of leads

A well-built sales area map will evenly distribute leads so that your sales team has a well-balanced workload – this will keep you sales team engaged and performing.

If leads are not distributed equally, there can be differences in opportunities between teams, where some members are overworked and others are underutilised. Even distribution drives morale so that each salesperson has the same chance of getting things done.

Customer relationship management CRMs such as HubSpot can allocate leads on an automated basis, according to pre-set sales territory so that every salesperson’s pipeline is always full.

This provides clear line breaks in sales territories, as well, so that reps can get on with generating leads and closing deals instead of chasing territory, resulting in a faster sales cycle for both your sales team and your customers.

Enhanced transparency

Sales area mapping also makes your company transparent and gives you visibility into each salesperson’s role, sales goal and activity.

Sales managers need clarity in order to understand how resources will be allocated, goals are set and metrics are tracked.

With our sales managers will get real-time visibility into each sales vertical and better able to track sales, make sales predictions, and fix problems before they become major issues. Data driven management increases organizational capability so that every move is within the company’s mission

Improved team collaboration

The best sales area mapping removes uncertainty and friction between sales reps, which makes collaboration on teamwork so much simpler.

Conflicts around clients or leads are minimized when sales territory is clear. That type of role clarity leads to a culture of support, not competition between and sales reps. Employees working in the same region can work in synergy and bring their market expertise and experience to get into the market.

Pipedrive’s team tools add to this by giving everyone in your team access to data on customer conversations and sales, so they’re always in synch.

The synergy that comes with increased cooperation is priceless – sales become more efficient and problem-solving and best practices are encouraged across the team.

Methods for mapping sales territories

If you’re trying to focus your team and improve its productivity, a good way to break down geographic areas into small chunks is through sales territory management software.

A good territory mapping results in a more proportional workload among more sales reps, increased sales and customer service. Voici quelques-unes of the techniques you can employ to map sales territories:

• Regional division. A more popular way to divide regions into geographic units like states or zip codes.
• Customer potential. Regions are defined by the number of existing customers that can be earned in different regions.
• Workload balance. So that territories are fairly distributed for work, review call reports and customer need to distribute territories.
• Historical sales data. A historical sales analysis helps redistribute the resources so that it will get the most use out of them.

More Sales Area Strategy Tools.

You’ll need to leverage other resources to create a winning sales area plan.

These are all containing insight and actionable resources to greatly increase the performance of your sales team. They help map out sales territories, monitor market trends and enable a sales management strategy.

Sales analytics software that analyzes performance and uncovers patterns is a must have tool. CRM tools such as HubSpot automate sales process and show the sales funnel.

Sales training gives teams the latest tools and practices so that they can stay on top. The local business networks are local knowledge about the region and potential alliances.

Market research reports are final, which can help to find out the competitive scene in a sales territory and customers’ preferences. These are reports that influence strategy and make sure you’re doing your sales in the right way to meet market needs.

Final thoughts

An area of sales is more than a geography – it’s an amalgamation of customer segmentation, product types and market potential that needs to be mapped and managed carefully.

These are places where tools such as HubSpot transform into living spaces where enterprises can grow, accelerate sales, and synchronize resources with the needs of the market.

Setting up and running sales regions is difficult, but with today’s powerful CRMs such as HubSpot, this is easy and fun. Now organizations have access to the analytical software and data that can be used for making accurate decisions and formulating a sales strategy. As companies build teams that collaborate and draw from such information, they have a great chance to secure their long-term market position.