In this post, we’ll explain how to create a winning sales territory plan, share 10 best practices for sales territory management, and finally, we’ll introduce tools that are helpful for managing sales territories of any size.

What is Sales Territory Management?

Sales territory management is the process of organizing and managing customers and prospects and sorting them by segment (such as geography, industry, or role). It helps sales teams stay organized, evenly distributes workloads, and improves sales productivity.

Types of Territories

In addition to geographical area, territories can be based on other sales data such as:

• Account type
• Industry segment
• Market potential
• Number of customer accounts

Many field sales teams don’t prioritize sales territory planning; even when they do, they often have trouble adapting and revising based on sales performance.

Why is Territory Management Important for Outside Sales Teams?

An effective sales territory management plan helps sales managers allocate resources and improve opportunities for sales teams. These are some of the key advantages of territory management:

Cover territories more strategically

Sales territory management helps your reps be more productive and ensures your best reps work the top territories and accounts. When reps have clear territories, routes, and objectives, they can spend less time planning their days and more time selling.

Assign balanced workloads

Defining territories can help you distribute work evenly across your sales team. Keep in mind, though, that sales territory management is an ongoing process. You may need to realign territories based on new objectives, personnel changes, or other factors.

Build stronger customer relationships

You can plan your territories to match reps with prospects and customers based on specific characteristics, such as personality or customer lifecycle.

8 Steps to Create a Winning Sales Territory Plan

1. Analyze Your Customers

You can plan your territories to match reps with prospects and customers based on specific characteristics, such as personality or customer lifecycle.

Some points to note about your customers are:

• Their locations
• Their budgets
• The products or services they purchase from your business
• What types of problems your products or services solve for them
• What types of events lead customers to buy (or not buy) your products or services
• When was the last time they purchased from you
• How often they purchase products

It’s also important to identify needs within the market that aren’t currently being fulfilled. This can help you to develop targeted messaging about your products or services.

2. Analyze and Develop Your Team and Resources

The next step is to analyze your business’s resources and personnel. You should have an accurate picture of the type and volume of customers that your business can handle.

Note the strengths and weaknesses of your team so you can develop and utilize strengths while simultaneously working to improve any weak areas.

3. Set Measurable Goals

Using the information you gathered about your customers, team, and resources, you should develop goals for your business.

Some goals to consider are:

1. Income generated per month
2. Number of sales attempts per week or month
3. Number of closed sales per week or month
4. Ratio of leads to sales closed per week or month

After identifying goals for your sales territory plan, you should create a measurable strategy for meeting each of these goals.

Each goal strategy should include:

Goal statement: Putting a goal on paper transforms it from abstract to concrete. The goal statement should address what you’re planning to achieve with various sales activities and what’s at stake.

Key milestones and deadline: The road to achieving a goal is much clearer when you break it into several smaller milestones. For example, if your goal is to attain $9k in monthly revenue for a given product, you can track progress by breaking the goal into smaller milestones, such as $3k by day 10, $6k by day 20, etc.

Metrics for measuring success in the field: Metrics such as leads created, leads contacted, and leads closed, available on the SPOTIO sales dashboard, offer great insight into productivity and can reveal how your sales team is working toward goals.

Goals should be realistic and manageable, but at the same time, they should push your sales team to expand and grow.

Need help hitting your goals?

4. Define Sales Territories

Based on the work you performed in the steps above, you should have an idea of how to divide territories.

It’s important to define the details of each territory, such as:

• Geographic boundaries
• Industry or segment boundaries
• Revenue boundaries
• Product boundaries
• Anything else that may be applicable to your sales organization

SPOTIO’s mobile Route Mapping feature.

5. Use A Territory Route Mapping App

Sales territory mapping ensures your sales team has time to visit all accounts in their territory. Planning routes used to be a manual process, but the most efficient sales teams use a route mapping app for this important function.

6. Assign Reps to New Sales Territories

Once you’ve determined your new sales territories, you’ll need to decide which reps will cover them. Start this process by looking at the workload of your current team — you may already have the people you need to cover the new territories, or you might need to hire additional staff.

Ensure reps have the right experience for your new territories. For example, if you have a new territory that includes several warm leads, you might want to assign your best closer to that territory.

7. Monitor Rep and Territory Performance

To ensure you have the right people covering your new territories, you’ll need to review certain sales targets, such as:

• Sales per client — the dollar value of each rep’s sales per client
• New contacts — the number of contacts your sales reps are bringing into pipeline
• Client acquisition rate — the percentage of leads that sales reps are converting into customers
• Event rates — this could be the number of appointments or calls scheduled, follow-up visits, etc.
• Average deal size — this is the average dollar amount per deal

8. Use Field Data Entry – “Notes as you go”

As you implement your sales territory plan, keep an accurate and up-to-date record of its outcomes using your CRM. This record will help you to track successful aspects of your plan, in addition to what parts of the plan are ineffective. Using this information, you can adjust and optimize your best sales territory plan as needed.

Often, reps have multiple meeting blocks and forget valuable nuggets of information they learned from each meeting. With a sales tool like SPOTIO, reps can jot down/add voice notes using their mobile device and sync them directly into Salesforce.

These mobile field notes are immediately available to your entire team, so reps have complete insight into all communication with prospects and clients.

10 Sales Territory Management Best Practices

1. Set Territory-Level Sales Goals

Using the data you’ve gathered about new sales territories, you can define sales goals. These may be specific, quota-based goals — like closing a certain number of deals within a specific time frame or number of visits — or open-ended goals, such as building relationships.

Setting goals is important because it will keep your reps on track. They’ll always know what to work towards next, and you’ll better understand the sales activities they complete every day.

Goals will also help you evaluate your sales department’s efforts. Is your team succeeding? Compare how successful your reps are to achieving the goals you’ve set for them. (Note: to properly track goals, you need to establish specific metrics and KPIs you can use to evaluate individual performance.)

Finally, goals will help you diagnose problems within your department. Are reps failing because they don’t have the necessary skills? Or are they slacking on the job? The right metrics will help you answer these questions. You can then implement a plan to help your reps achieve more team-wide objectives.

2. Prevent Territory Conflict

As a manager, how can you fairly assign territories? And once assigned, how do you ensure reps aren’t poaching accounts from fellow reps? To reduce the risk of territory conflicts, consider the following:

Number of accounts. The reps who perform better with smaller businesses need more accounts than reps who work with large accounts. Although the number of accounts varies, the total possible revenue goal for each rep should be equal.

ZIP Code. Make sure sales routes include a reasonable number of stops, in an order that minimizes travel time between appointments.

Vertical. Some people connect better with specific industries. Once you identify each rep’s strong suit, give them more accounts with the business types they prefer.

3. Prioritize the Most Valuable Territories

Assign your top performers to high-priority territories.

Keep in mind, the term “top performer” is relative. Your rep with the highest sales-per-client may not be right for a territory containing several small businesses that are slower to make purchasing decisions.

The question is how do you match reps to territories? Start by evaluating your salespeople. What are they good at? How much experience do they have? If you were to rank each rep in terms of ability, how would they stack up to each other? And which products do each individual sell the most of?

Next, consider the customers in each territory. Who are these people? What kind of businesses do they run/manage/work for? What’s their potential budget? And are they able to buy right now?

Finally, take what you know about your reps and the potential customers in each territory and find ideal pairings. For example, you might put your most prolific seller in a territory with buy-ready leads because the short sales cycles will help them close a ton of deals in a minimum amount of time.

Then you could put your second best seller in a territory with the highest-value prospects. They might not close as many deals as your top rep, but they’ll come close. And this configuration will allow each of your top sellers to excel, which will maximize overall revenue numbers for your organization.

4. Track Mileage and Expenses

Outside reps with a lot of ground to cover should receive some degree of compensation for their travel expenses (gas, meals, and basic vehicle maintenance).

Not sure what reimbursement plan is best? We’ve got you covered:

Mileage as a tax deduction

Full-time sales reps and independent salespeople can claim mileage as a tax deduction. The mileage works as an expense, and those with intensive sales routes can write off the standard rate for every mile they drive for work.

Standard mileage reimbursement

Mileage rates are subject to change in each tax year. The standard rates are determined based on market research that determines normal expense ranges for using a vehicle. The 2024 IRS rate for normal business use is 67 cents per mile.

Reimbursement based on sales routes

Salespeople are often reimbursed for mileage using the standard rates or a rate increase based on individual company policies.

Tracking mileage

Diligent mileage tracking is critical for reimbursement. Sales reps must document every mile to receive reimbursement or claim a tax deduction.

A spreadsheet that lists the date, starting mileage, ending mileage, total miles, and notes is easy to store on a clipboard and update daily. Mileage-tracking phone apps are also convenient; they track trips and allow sales reps to make notes about each trip. The best way to track mileage, however, is to use an automated feature — like SPOTIO Mileage Tracking — that records all trips without sales reps needing to remember to log their miles.

5. Create a Rotating Schedule for Contacting Customers

Your reps should contact customers regularly to ensure that their needs are being met. Create a schedule that defines when to contact prospects and customers, and specify the medium — phone call, email, or in-person visit.

SPOTIO’s scheduling and status view.

6. Meet Needs of Current Accounts While Finding New Leads

The best sales territory management plan should have a dual focus of providing services to high-value accounts while developing relationships with potential new accounts.

High-value accounts are those guaranteed to bring in a higher volume of sales in shorter amounts of time, compared to other accounts. While high-value accounts require attention, it’s also important to cultivate new accounts that will help your company grow.

7. Consider the Seasonal Needs of Customers

Depending on the type of products or services your business provides, your customers may have more seasonal needs. Consider this when deciding when to contact customers and prospects.

Identifying Seasonal Trends

Does your business change based on the calendar? If you’re in solar sales, for example, sales might dip in the winter months, though this likely depends on where your customers are based.

A potential customer in Montana, where the days are short and the snowfall is measured in feet, might not see the benefits of solar in January. But a customer in Arizona, where the sun always shines, will.

This is just one example. There are plenty of other seasonal trends you should watch out for. When you find one or two, apply them to your sales process to see how it affects your bottom line.

Strategic Planning

Identifying season trends is one thing. Adjusting your sales strategy to accommodate your findings is another. You need to get strategic and put your sales reps in the best position to succeed.

Don’t be afraid to change tactics, reconfigure sales territories, or even abandon certain areas altogether if they don’t produce sales. Sales reps can always revisit old territories in the future when they have a better chance to close a deal. Put thought into where your reps should be at all times.

8. Ensure Reps Can Access and Update Data In Real Time

Use technology that allows your sales representatives to update and access customer data in real time. That way all reps can view the most current customer information when needed.

Benefits of Real-Time Data

For our purposes, real-time data can be described as immediate information related to sales activities. Once you and your team have access to real-time data, you’ll enjoy a few benefits:

• Better Engagement: Real-time data will tell reps when prospects take specific actions, like visiting a website or clicking on a link in an email. They can then cater their sales tactics accordingly. This will lead to better prospect engagement, and eventually, more sales. Speaking of which…
• Increased Revenue: Real-time data allows sales reps to engage with prospects at opportune moments. This will help them close more deals, which will produce more revenue. Reps can also use real-time data to take advantage of upsell and cross-sell opportunities.
• Improved Forecasting: Real-time data will give you the information you need to make accurate sales forecasts. You’ll always know which stage of the pipeline prospects are in, and crucially, how long it typically takes prospects to progress to later stages. This will make forecasting easier.
• Sales Coaching Opportunities: Finally, real-time data will tell you how your reps perform in the moment. You can use this information to adjust your coaching efforts. A rep might generate tons of leads, for example, but close very few of them. If so, you can teach them new closing techniques to help them make sales at a consistent clip and increase revenue for your company.

9. Keep Thorough And Up-To-Date Customer Notes

Any communication with customers should be documented and accessible to sales representatives. Notes may include personal information such as the customer’s favorite food, in addition to more sales-specific information such as the customer’s budget.

SPOTIO’S note-taking function.

10. Monitor Sales Territory Performance

Frequently review the performance of sales territories and look for trends that might indicate adjustments are necessary. A territory that’s not performing as expected may be a sign that some fundamental factors about it have changed (such as businesses in the area closing or relocating), or that the territory quality is not ideal.

6 SPOTIO Features For Effective Sales Territory Management

1. Customer Mapping

What it does: Customer mapping software allows you to create a map of your territories. You can drop pins on specific locations, which allows you to track routes within territories.

SPOTIO’s territory management view with colored map pins.

Why it’s important:Customer mapping software can help you optimize sales routes. With SPOTIO’s Precise Location Tool, you can drop pins on a map, creating a visual way to design the most logical sales routes. This saves valuable time and money and helps your reps introduce more customers to your product or service.

2. Sales Tracking

What it does: Outside sales tracking enhances the sales process by providing real-time updates about the locations and activities of sales representatives in all your different territories.

Another view of SPOTIO’s sales tracking feature.

Why it’s important: This feature saves managers time by providing a quick and easy method to map out and assign territories to sales reps. It also helps managers quickly recognize areas where sales reps may be struggling and highlight any need for additional coaching or training.

3. Territory Manager

What it does: The SPOTIO Territory Manager enables managers to create custom maps of different territories for assignment to sales reps.

SPOTIO’S color-coded sales territory management view.

Why it’s important: The ease with which territories can be created, assigned, and viewed means that managers will no longer have to spend hours reviewing physical maps and manually drawing out territories.

4. Route Planner

What it does: SPOTIO Route Planner simplifies routes, making each day in the field as efficient as possible.

Why it’s important: This tool lets reps focus on driving and what they’re going to say in their next meeting. In addition, it can help them avoid unexpected delays by automatically rerouting to account for street closures or heavy traffic.

5. Lead Machine

What it does: Lead Machine is a lead management tool that organizes information related to leads and provides it to users in an easy-to-understand format.

Why it’s important: This tool helps to generate more sales by ensuring that leads are organized and easy to access.

6. My Reports

What it is: My Reports is a SPOTIO feature that lets managers and reps easily create reports using a variety of metrics. Once you set up your reports, you can store them in the cloud and share them with team members.

Why it’s important: This new feature allows users to zero in on the KPIs that are most important for sales territory management and access reports via mobile when in the field. Create reports by sales territory, by sales rep, or for specific metrics across your entire organization.

FAQ

How should I divide sales territories?

While managers generally consider geography when splitting up territories, you may also want to consider factors such as prospect company size, number of opportunities, and short-term versus long-term potential. Also, consider the strengths within your sales teams. One sales rep may be a great closer, while another is best at fostering new relationships.

How do you manage territories in Salesforce?

Managing territories in Salesforce is easy, with SPOTIO’s integration features. (See our blog post on this topic for more information).

Will SPOTIO integrate with my CRM and essential business apps?

SPOTIO integrates with more than 2,000 apps, including Zoho CRM, HubSpot CRM, and Netsuite ERP.

Our business has national, regional, and local territories. How would I set up those territories in SPOTIO?

With SPOTIO, you can set up territory hierarchies, giving managers access to all territory data, but restricting sales rep access to any parent territory data.

Simplified Sales Territory Management

Sales territory management can help your business grow by collecting and organizing all information and automating administrative tasks.

SPOTIO’s cloud-based territory management software gives you the insights you need to effectively manage your sales team and helps reps keep track of important information when they’re in the field.

________

SPOTIO is the #1 field sales engagement and territory management app to increase your revenue, maximize your profitability, and increase your team’s productivity in just 2 weeks.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

With a sales territory plan, you can improve the efficiency of your field sales team and ensure no one is working overlapping areas or duplicating sales efforts.

In this post, we’ll look at the sales territory mapping process— what it is, what it entails, and how sales managers can improve it.

What Is A Sales Territory Map?

A sales territory map is a visual layout of your sales territories. You can manually create maps or use territory mapping software to define territories and assign them to the reps that are the best fit for each one.

What Is Sales Territory Mapping?

Sales territory mapping is the creation and assignment of sales territories based on factors like geography, revenue potential, and the individual expertise of sales reps.

Territory planning also incorporates the size of accounts to ensure a fair balance. For example, two large accounts might be equal in revenue to four smaller accounts, so managers might want to rebalance territories to ensure reps have equal opportunities to hit their sales quota.

The Old Approach to Sales Territory Mapping

Territory mapping with Google Maps and a highlighter leaves room for error and confusion. You have no way to determine how many prospects you’re assigning to each rep, how many customers you have in each territory, or whether prospect demographics in each territory align with your ideal customer profile.

Not to mention once you send a rep out with their printed sales territory map, you’ll rarely get it back — and therefore have no idea where you’ve worked or haven’t worked.

Consider this situation:

1. A rep made a sale outside of the territory you assigned them, claiming they weren’t sure where it ended.
2. The rep who was assigned to that territory lost the opportunity to make that sale.

Who do you give the sale to — the rep who closed the deal, or the rep who covers the territory where the sale occurred?

The same issues can occur with other legacy solutions like Streets and Trips and MapPoint. Today, sales organizations can use software to design sales territories, prevent territory disputes among sales teams, and gather the insights sales managers need to adjust territory boundaries or reassign reps.

The Benefits Of Modern Sales Territory Management

Modern sales territory mapping tools help managers:

Assign territories strategically

You wouldn’t assign a junior sales rep to your highest-value territory. With the multiple data points available in territory mapping platforms, you can segment sales territories and assign reps to territories that align with their experience level. This approach to sales planning and territory management ensures your best reps are working the most valuable territories.

Balance workloads

To maintain harmony among your sales team, you should be mapping sales territories in a way that balances the workload. That means looking at more than just the geographic area of each territory — a small territory could contain just as many leads as a territory that spans two ZIP Codes.

Increase rep selling time

The way you map sales territories can help reps maximize their selling time. For example, you might find that shifting the territory boundaries gives each rep a simple sales route, with little distance between stops. Route optimization is one of the best features of territory mapping apps.

Boost rep productivity

In the days of analog territory mapping, field sales reps wasted countless hours jotting notes on paper and marking up maps to keep track of their progress. Digital territory maps integrate with CRM data, giving reps instant access to important data when they’re in the field. And they can update notes from their mobile phones, which eliminates the need for manual entry and increases sales productivity.

4 Ways To Create A Sales Territory

To save time, be more efficient, eliminate confusion, and increase performance, create territories for your sales team using the following strategies:

1. Target Market Demographics

One of the most effective strategies for territory management is to gather market demographics before sending your team out to knock on doors. This will minimize unproductive time for your reps in the field.

Using a tool like SPOTIO’s Lead Machine will help you to identify key territories, target qualified customers that match your ideal customer profile (ICP), and ensure that your team is targeting prospects that have real buying potential.

You’ll also have the ability to track the progress of each of these leads in your sales pipeline through the app. This prevents leads that you’ve spent money on from slipping through the cracks and increases the return on your investment. (This is one of the main features SPOTIO offers that causes many outside sales reps to switch from the competition).

The more information you have about your current customers, the better. You can understand where you’re having the most success and identify higher-quality potential customers with a greater chance of buying.

Download this resource to learn more:

2. Include Current Customers In Each Territory

Your current customers are extremely valuable to your business, and not just because they purchased your product or service.

Your customers can provide you with some of the highest converting and cheapest leads: referrals. You just have to ask.

Start by generating a list of all of your current customers. If you use a sales tracking app like SPOTIO, it’s simple to upload this list into your account, or you can simply sort the pins in your account by the status you created to signify a closed-won deal.

If you’re not using a sales tracking app, you’ll have to map these addresses by hand individually. It will be a much longer process, but well worth it.

Once you’re able to see all of your customers on a map, draw out territories for your reps to work based on these locations.

There are two strategies for this approach:

1. Evenly distribute the number of customers in each sale’s reps territories.
2. The other option, if your customers are more spread out, is to assign a couple of smaller territories to each rep, but still distribute them as evenly as possible.

The goal is to use your current customers as references when pitching a new prospect. You can also have your team visit satisfied customers to ask for referrals.

3. Distribute By Number Of Prospects

Making sure that sales reps have enough prospects to visit is essential to their performance and production.

Without sales territory mapping software, you can spend hours on this process. Sales territory mapping software significantly simplifies this process, saving you many hours and ensuring greater accuracy.

Create and assign territories based on the number of contacts you want each rep to work.

As you start drawing out a sales territory plan in SPOTIO, the app will tell you the estimated number of prospects in that territory.

Using territory mapping software will allow you to create equitable territories for your entire team in less than 10 minutes.

4. Distribute By City/ZIP Code

Creating territories by city or ZIP Code is a little bit trickier because of the size of the area. Even so, distributing territories by city or ZIP Code is one of the easiest methods because there’s no room for misinterpretation.

You can tell a rep, “This is your ZIP Code, and if you get a lead or sale outside of your territory, it’s going to the rep that territory belongs to.” Creating territories this way eliminates a lot of the conflict and guesswork for reps.

These territories won’t be quick to work through and shouldn’t be changed frequently like smaller territories.

How To Evaluate And Optimize Sales Territories

You’ll need to periodically review your sales territories, because circumstances change. Your prospects might move to a new area, a competitor may begin working in your territories, or your staffing levels may increase or decrease.

Review Your Rep Count

If you’ve gained or lost reps or customers since you first defined sales territories, you’ll need to reevaluate. You may need to adjust or merge territories quarterly or yearly.

Consider Your Team’s Skills

You may have new hires with expertise in a certain aspect of sales that makes them a good fit for a territory, or you may find you need two people to cover one territory if you’ve lost the superstar who once covered it.

Analyze Existing Territory Performance

An underperforming territory might not be a result of sales performance. B2B and B2C prospects might have shrinking budgets or new priorities, or a competitor might be luring your prospects away. An underperforming territory always merits closer inspection.

Reassess Market Potential

Has the spending potential within your territories changed? That’s an important question to consider as you review your territory design. Review your sales data for the past year to detect any trends that may help you forecast market potential.

3 Common Mistakes To Avoid In The Territory Mapping Phase

1. Using Limited Data – And The Wrong Territory Management Tool

If you don’t know your client and/or account data, you can’t gauge how well the sales rep is doing, let alone make improvements.

Refrain from making continuous changes to sales territories, as it will negatively impact client engagement. However, you will want the ability to modify territories occasionally.

Find the best sales CRM tool to aid you in this process.

2. Failing To Include Your Sales Team

In order to be effective in territory mapping, you need to involve your sales teams and reps and take their experience and talents into account. If reps feel they have a say in territory planning, they are more likely to feel satisfied in their roles.

3. Relying On Spreadsheets

Spreadsheets won’t help your reps see their territory boundaries. If you want to win in sales performance and motivate your reps/teams, you must incorporate the right tools and applications that improve territory visibility.

8 Reasons To Use Sales Territory Mapping Software

According to an MIT study, 90% of the information transmitted to the brain is visual. It’s no surprise that visual territory management tools are especially helpful for sales teams.

Sales territory mapping software provides a simple way for sales teams to visualize geographical areas and ensure:

• Territories are a manageable size for reps
• There is no overlap between reps
• Sales leaders and managers are thoughtfully and strategically assigning the top performers to the right territories

Here are eight reasons to use sales territory mapping software:

1. Prevent Deals From Falling Through The Cracks

If one rep has too many leads to manage, some of them will fall through the cracks. Sales territory planning software helps you balance territories and ensure reps have the capacity to manage all leads in their territory.

2. Uncover New Leads In Existing Territories

The temptation to expand to new territories is only natural. But it’s likely that your team hasn’t covered all potential leads within their existing sales territories.

With sales territory management tools like SPOTIO, you can use insights about your territories to reveal new leads in your existing territories.

3. Save Hours With Segmentation

Without territory mapping software, sales managers often have to spend hours creating sales maps.

Solutions like SPOTIO make it easier to categorize areas or regions by:

• High or low sales potential
• High sales volume
• High-quality leads

These features make it easy to map territories quickly while providing a simple-to-use interface for the reps in each territory.

4. Improve Close Rates With Data-Driven Area Assignments

Sales territory mapping solutions help sales leaders place their reps strategically.

With integrated key insights like sales performance, geographical history, total revenue earned, and leads converted, sales leaders can use SPOTIO to place people where they can make the most impact.

Whether this is about placing high performers where they’re needed most, or placing average performers in an environment that allows them to reach their potential, consider your team’s strengths and opportunities as you’re creating a sales territory plan.

5. Optimize sales routes and improve productivity

Without an effective and comprehensive system, territory mapping and sales route planning tend to be two separate activities.

Using smart features like those offered by SPOTIO, you can quickly see which territories landed the most accounts and where the highest-value clients are.

Sales route planning is adjustable on the fly. When new leads arise, the app helps users adjust their route and plan efficiently.

6. Measure Sales Data Across Territories

The best sales territory mapping software solution makes it easy to measure and compare sales data across multiple territories.

For example, using SPOTIO’s smart reporting features, you can quickly see which territories landed the most accounts, where the highest-value clients are, and which territories are underperforming.

This gives you strong visual data to understand where to invest as well as how sales reps are performing by region.

7. Boost Team Morale

When sales territories are unevenly distributed, sales goals may be unattainable for some reps, and morale may suffer. Whether a territory is too small and lacks potential, or the territory is too big for a rep to manage, a workload imbalance can cause frustration and resentment among your team.

With the data you gather from smart sales territory mapping software, you can closely monitor the level of work required to support each territory and allocate your sales team accordingly.

8. Help Your Team Succeed

Most sales territory mapping tools are part of a field sales enablement platform (like SPOTIO). That means you get a suite of tools that reps can use to:

• Add notes about prospects and leads using their mobile device
• Drop real-time location pins as they move through their territories
• Automate reminders to follow up with leads
• Sync data to your CRM remotely
• Share notes and reports
• Access a complete history of all interactions with leads and prospects
• Review essential steps in your sales process

All of these features help reps work more effectively — and reduce the need for time-consuming manual data entry.

Supercharge Sales Productivity And Increase Revenue With Sales Territory Mapping

Organize and divide territories: Define and reorganize territories in just a few minutes with SPOTIO’s intuitive interface.

Visualize lead and customer data: SPOTIO lets reps color-code map pins based on any data point, such as previously contacted leads, new prospects, and existing customers.

Monitor territory performance: Click on a territory to see performance data for sales teams and sales reps, and run reports that show performance metrics for all territories.

Find out how SPOTIO helps field sales teams stay organized, increase productivity, and close more deals. Request a demo today!

In fact, some of the most popular awards in the software space come from G2, a well-known and respected software review site. What makes awards from G2 so prestigious is that they’re based on real user reviews, not the opinions of out-of-touch judges.

We’re happy to announce that SPOTIO has won six G2 Summer Awards!

These accolades help establish SPOTIO as a powerful software for outside sales professionals. But that doesn’t mean our solution is difficult or expensive to use. Our newly minted G2 badges prove that SPOTIO is easy to implement, boosts ROI, and more.

And the Winner is… SPOTIO!

Our six G2 Summer Awards span multiple categories for small and mid-sized businesses. Here’s a quick outline of each one received this awards period:

1. Best Estimated ROI – Small Business

“The Best Estimated ROI product in the Results Index earned the best estimated ROI rating in its category based on a combination of estimated time to achieve ROI and time to go live.”

Return on investment (ROI) is one of the most important metrics when assessing software. We work hard to ensure our solutions offer WAY more value than we ask our customers to pay and it’s nice to see our hard work pay off. When you invest in SPOTIO for your outside sales team, you’re investing in a tool that’s proven to boost ROI.

2. Fastest Implementation – Small Business

“The Fastest Implementation product in the Implementation Index had the shortest go-live time in its category.”

What good is a powerful, ROI-boosting solution if it takes a year and a day to implement successfully? The answer: not much good…

By winning a top spot in the “Fastest Implementation” category, our users recognize that the SPOTIO software has an incredibly short go-live time, meaning our customers invest in our solution and actually start using it to improve their sales processes immediately.

You don’t have to be a technology wizard or employ a full-time IT team to benefit from SPOTIO. Any sales rep can easily boost their sales numbers with our tool.

3. Fastest Implementation – Mid-Market

“The Fastest Implementation product in the Implementation Index had the shortest go-live time in its category.”

SPOTIO was also given the “Fastest Implementation” award in the Mid-Market category, proving that sales departments of all sizes can use our tool to their advantage. If you work for a mid-sized business, you can use SPOTIO to improve your sales numbers, too.

4. Best Meets Requirements – Mid-Market

“The Best Meets Requirements product in the Usability Index earned the highest Meets Requirements rating in its category.”

You don’t invest in business software for no reason. You do it to solve a specific problem or realize a certain benefit. Winning top honors in this category means that SPOTIO helps more users solve their problems and recognize more benefits than other comparable tools.

Whether you want to automate tasks, track sales, communicate with leads via multiple channels, manage territories, or map customers, you can do it exceptionally well with SPOTIO.

5. Leader – Mid-Market

“Products in the Leader quadrant in the Mid-Market Grid® Report are rated highly by G2 users and have substantial Satisfaction and Market Presence scores.”

We’re extremely proud of this award because it means that mid-sized businesses love the SPOTIO solutions, as evidenced by the sky-high reviews they leave us on G2. Our goal is to continually improve our field sales engagement platform so that we win this award every year!

6. Leader

“Products in the Leader quadrant in the Grid® Report are rated highly by G2 users and have substantial Satisfaction and Market Presence scores.”

Last, but certainly not least, SPOTIO has won a general “Leader” award. This accolade speaks to the fact that sales teams of all sizes love and benefit from SPOTIO. As stated above, our goal is to win this award as often as possible and our team is dedicated to this aim.

Let’s Celebrate!

We’re very proud to have won so many G2 Summer Awards this year! Especially because these awards mean that we’re accomplishing our main objective: create powerful, easy-to-use software for field sales teams that improve their results.

So thank you for using the SPOTIO platform and writing about your experiences on sites like G2. We wouldn’t have won these awards without you.

Here’s to better software and more accolades in the future!

The SPOTIO calendar gives sales teams a common scheduling tool to manage calls, texts, appointments and many other sales activities. With real-time visibility into all sales reps calendars, Sales Managers can see who is fully scheduled and who has availability.  

For Sales Reps, they see the same data in the mobile app which makes it easy to schedule meetings for other members on your team when needed.  This works especially well when Canvassers want to schedule appointments for other Consultants or Closers. 

What’s New

In addition to the previous capabilities of our calendar feature, we’ve added even more functionality:

Double Booking 

We know that some sales teams want to restrict their Reps from creating more than one booking for a given time slot; others want to give their Reps the freedom to overbook.  

With the new Double Booking selection, companies can decide whether they want to restrict or allow this capability for their company. 

Recurring Meetings 

In the web calendar and mobile calendar appointments can be scheduled to recur into the future (i.e., every day, every week, every month, every year).

Additionally, users are able choose a custom recurrence for a number of weeks or a specific day of the week with the option to end on a certain date or keep going indefinitely. 

The SPOTIO Calendar combines all of the top functionalities of any other best of breed calendar tools. This combined with SPOTIO’s ability to integrate with all major calendars gives your sales team a powerful productivity tool at their fingertips.

Raise your hand if you (or your team) have ever scheduled a meeting, only to enter it into your calendar incorrectly and miss the appointment. Or booked a demo with a high-priority prospect, but then forgot to give your partner the critical information they needed.

We’ve all been there. With SPOTIO, you can ditch the spreadsheets, personal calendars, and/or pen and paper-based booking systems that lead to these kinds of mistakes.

Appointment Setting With SPOTIO

SPOTIO is a sales engagement software that’s specifically designed for field sales teams. Our platform includes task automation, sales tracking, multichannel communication, territory mapping, lead generation, and, yes, mobile appointment setting features.

To keep deals moving through the pipeline and make sure they’re organized and being followed-up on, you need a simple way for sales reps to schedule, manage, share, and analyze appointments.

Let’s take a quick look at a few of SPOTIO’s features:

Share Appointment Information

Depending on how your department operates, there may be multiple people involved in the selling process. For example, a canvasser could be tasked with scheduling appointments with prospects and the sales rep might be asked to nurture and close the deal.

With multiple people working every transaction, modern field sales teams need technology like SPOTIO to keep everyone on the same page.

With SPOTIO, canvassers can quickly check sales rep’s availability from the field and schedule appointments without having to go back and forth with the rep.

Similarly, reps can update their schedules in SPOTIO so that appointment setters never book a meeting at an inopportune time.

Moreover, these things can be done from the field via the SPOTIO mobile app (more on the app below), which means scheduling meets, adding client notes, and handing off information is a total breeze for field reps. Win!

Calendar Integration

SPOTIO integrates seamlessly with both Google Calendar and Outlook. This allows field reps to easily access their scheduled appointments and lead notes from a single interface.

Bouncing back and forth between apps — one to schedule appointments, one to annotate important prospect information — is unproductive. If you didn’t have to navigate from one app to the other, you’d be able to spend more time on what you do best: selling.

But there’s more at stake here than your productivity. Data accuracy plummets when canvassers and/or field reps have to copy information between apps. Sync SPOTIO with your calendar of choice and let our software do the transfer for you.

CRM Sync

SPOTIO’s open API means you can quickly and easily connect your favorite CRM to SPOTIO.

Let’s say a canvasser in your company visits a potential customer and schedules a sales meeting with a sales rep. Important details from the canvasser’s visit (think visit date and conversation notes) will automatically be synced to your system of record.

This feature ensures the handoff from canvasser to sales rep (or rep to rep) is smooth, the rep has all the details they need to close the deal, and your company’s sales records are always up to date and accurate.

Analyze & Predict Pipeline

SPOTIO is an excellent tool for field reps. But it also makes life easier on sales managers and operations because of in-depth analytics dashboards. SPOTIO takes complex sales data from the field and

You’ll be able to track your entire department, from the number of visits your reps make to the amount of deals your reps close, ensuring reps are performing as they should. Knowing this kind of information means assessing performance and progress towards quota is simple.

It also means actionable data and insights are just a few clicks away!

What’s more, sales leaders can program SPOTIO to automatically send them daily or weekly analytics reports via email. Being sent a digest of team performance means managers and operations will always have a finger on the pulse.

Mobile Access

Finally, SPOTIO offers field reps a mobile app so that they can access important appointment details from wherever they happen to be located. This includes all scheduled meetings, client notes from previous phone calls and/or in-person visits, and more.

Since your team spends a majority of their time in the field, it only makes sense that they have a reliable tool they can use when they’re away from the office.

Boost Field Rep Efficiency

Days in the field are complex enough, don’t make it any harder than it has to be by complicating the appointment setting process. With SPOTIO, scheduling in-person meetings is simple, which means you can focus more on nailing your pitch and closing deals.

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Dallas, Texas – January 26, 2021 – Today SPOTIO, the leading field sales sales engagement platform, announced the launch of its new Autoplays functionality, designed to help sales reps automatically outline and plan their day.

In addition to tracking all of the activity, field sales reps can now sequence their touch points across prospects and customers ensuring every account is prioritized and nothing falls through the cracks. As a result, field sales teams can expect to see increased sales productivity and improved customer engagement.

“The release of Autoplays completes our field sales engagement vision,” said Founder and CEO, Trey Gibson. “Sales teams that use SPOTIO will have a competitive advantage in the market.

Not only will they have visibility and insights into sales activities like never before, field reps no longer have to deal with unnecessary administrative burden and clearly see where they should be spending their time.”

Sales engagement software has exploded in recent years mainly due to its ability to help sales reps book more meetings and be more productive. However, the software providers in the sales engagement space have designed their platforms to be tailored to the inside sales workflow.

SPOTIO is the only sales engagement platform specifically designed for the unique workflows of field sales reps, making it the ideal solution for growth-minded field sales teams.

“In a post-COVID world, field sales teams are shifting to new ways of bringing their products and services to market. The companies that embrace the new way of operating and helping their reps be successful will ultimately win.

We are thrilled to become the field sales reps’ complete system of action so reps can spend more time selling,” said Gibson.

SPOTIO will be offering their new Autoplays feature for demonstration and purchase immediately. To learn more about the latest launch, visit our Autoplays page.

About SPOTIO

SPOTIO is a sales engagement platform for field sales teams. Backed by Ballast Point Ventures, SPOTIO has accomplished rapid growth as a consecutive Inc. 5000 (2019, 2020) SaaS company with a mission to transform field sales teams to achieve more. Thousands of customers rely on SPOTIO to accelerate growth with their sales teams.

SPOTIO is a privately held company based in Dallas, Texas.

Autoplays gives sales teams a new way to drive prospect and customer engagement, eliminate the guesswork out of the sales reps day to day process and ultimately ensures that leads never fall through the cracks.

When a lead is added to an Autoplay, sales reps can take their current sequence of sales activities and create automated workflows. Companies can create multiple Autoplays and test their automated field sales motions to see which one drives the best outcomes, improving revenue by maximizing overall team engagement.

With the enhanced Home/Agenda screen in the SPOTIO web app, sales leaders can see, at a glance, the level of engagement on any given day for their sales reps.

Now, sales reps start their day with a clear view of their agenda based on where any given lead is within the Autoplay sequence.

Additionally, sales reps can move leads into different Autoplays based on their stage as they disposition lead in their sales pipeline. This ensures every lead gets the right message and proper amount of attention it deserves, while keeping the sales rep organized as they go about their day.

Benefit

Autoplays ensure that reps have complete clarity into what they must do each day to succeed and they can be confident they are always following through; improving visibility for both the sales rep and the sales manager.

The Autoplays feature is integrated with the SPOTIO Multichannel Communication feature, which provides your team the ability to send automated texts and emails.

With Multichannel Communication, teams can create predefined email and text templates to ensure that the most effective messaging is being delivered to your leads. By connecting with buyer’s on their channels and strategically sequencing activity, sales rep can expect improved sales outcomes.

The Result 

Adding Autoplay sequences to a field reps sales process automates a series of touch points which will prevent leads from falling through the cracks. In addition, it tells reps who they should engage with, the best way to engage with them, and when it’s time to reach back out.

Streamline activities, increase efficiency, and improve customer engagement. With Autoplays, you can let the SPOTIO automate this process for you, saving time and putting the reps focus back on selling.

To learn more about, schedule your demo here.

The sales rep is then prompted to enter details about that visit, then they can move onto their next activity. 

Complete Data & Sales Rep Productivity

When Autovisits is turned on, sales teams can have confidence that visit metrics are being captured for every lead. We understand that sometimes sales reps are too busy in the field to always update their CRM after every visit; and when that data isn’t entered critical information about sales activities is lost… probably forever.

Autovisits ensures that visit and activity information is captured and accurate.  

Dashboards

Autovisits Dashboards 

There are two ways to view the Autovisits data in the web app dashboards:  

1. Visits (by Duration) Dashboard

This dashboard captures Autovisit duration for each rep, each territory and each lead. 

This gives both sales reps and managers insight into how much time their reps are spending with each lead. The data is exportable and can yield insights into whether reps are spending time with the most valuable opportunities or whether they are overlooking certain territories or favoring others.  

Now, you have complete data around how sales reps are spending their time with customers so you can better influence, guide, and manage overall activity.

2. Time Allocation Dashboard

This dashboard captures the amount of time a sales rep is spending either on calls or in visits. It can be filtered by sales rep, territory and across any specific time span.  

The data can be sorted by # of calls, Average call duration, Total Call Duration, # of Autovisits, Average Autovisit duration and Total Autovisits duration.  This data gives sales managers and admins insight into how their field reps are spending their time.

A specific use case would be to take a look at your best rep and gauge how much time they are spending on the phone versus actually visiting their Leads. If this balance between visits and calls is different than your other lower performing reps, perhaps you need to adjust how those reps are spending their time.  

Benefits 

For Sales Reps: reduce sales rep admin burden and increase visit accuracy.

For Managers: gather meaningful insights to signal buyer intent (time on site).

With Autovisits, improve activity management and capture more complete data so you can take the right action to improve productivity.

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