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Territory Management

About FieldPro
About Territory Management
Benefits of Territory Management
Best Practices for Effective Territory Management
How to create territories on WebApp

About Territory Management

Territory management involves the strategic division of geographical areas into smaller territories or zones. Each territory is assigned to a specific sales representative or team, responsible for sales / Field activities within that designated area. This approach ensures that the sales / Field force is not overwhelmed by an extensive customer base, and each representative can focus on building strong relationships with clients in their assigned territory.

Benefits of Territory Management

Increased Efficiency and Productivity - enables Field team to focus their efforts on a specific set of customers within a defined geographical area. This targeted approach reduces travel time, enhances customer engagement, and allows salespeople to develop in-depth knowledge about the local market

Remote Monitoring - Territories ensures the team are working in the assigned locations. Through territories we can restrict the use of FieldPro Mobile App outside the assigned location i.e. creating customers, making visits etc.

Better Customer Coverage - By dividing territories strategically, businesses can ensure comprehensive customer coverage without overwhelming their sales teams. Each territory can be optimized to match the sales representative's capabilities, enabling them to serve customers effectively, identify new prospects, and address specific market needs.

Improved Sales Target Achievement - Territory management facilitates a structured approach to sales target achievement. With well-defined territories, organizations can set realistic goals for each representative based on the market potential of their assigned area. This approach enhances accountability, motivates the sales force, and improves overall sales performance.

Best Practices for Effective Territory Management

To ensure the success of territory management and field force automation initiatives, organizations should follow these best practices:

Define Clear Territory Boundaries - Establish well-defined boundaries for each territory, considering factors such as customer density, market potential, and geographical constraints. Clear boundaries prevent overlaps and ambiguity, allowing sales / Field representatives to focus their efforts effectively.

Analyze and Allocate Resources - Analyze the capabilities and workload of each sales representative and allocate territories accordingly. Consider factors such as sales targets, customer segments, and individual strengths to ensure a balanced distribution of workload and optimize resource allocation.

Regularly Review and Update Territories - Territory management is an ongoing process. Regularly review and update territories based on changes in market dynamics, customer demographics, and business objectives. Flexibility in territory management allows organizations to adapt quickly to evolving circumstances.

How to create territories on WebApp

We have three options of creating territories on FieldPro WebApp;

Manual creation - This is where you draw the territories one by one manually on the Map section of the WebApp interface see below:

Bulk upload of shape files using GeoJSON file - When creating several territories, it's much easier to bulk create them. This means shaping / creating first territories using tools such as ArcGIS

Using Python algorithms - This is the most accurate territory creation method as it's more scientific. It takes into account the customer portfolio size, geographical size, average distance between clusters etc.

Algorithm results Sketch

A territory can either be assigned to a mobile user or a team

You can also add attributes that identify with the territories such as
1. Input decimal
2. Input integer
3. Input text
4. Single choice
5. Multiple choice
6. Boolean

How it works on Mobile App

The mobile user will be able to see the territory he operates within on a map.

The mobile user won't be able to create a customer outside of his territory.

Updated on: 26/01/2024

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