What is territory mapping?
Territory mapping is a method of allocating territory to a legal person or individual. It is very useful for two main purposes: sales territory mapping and franchise territory mapping.
What is sales territory mapping?
Sales territory mapping is a sales strategy that allocates territories to a field sales representative who needs to prospect or manage the customer relationship. It is both used for prospecting and customer managing. The sales managers are using it for their sales team, mapping is very important to manage and optimize productivity.
Each territory is assigned depending on several factors but the main usage is to plot leads or customers onto a map and then allocate the corresponding territories. These areas can be cut in different ways: isochrones, isodistances, or even official boundaries like postcodes.
What is franchise territory mapping?
Franchise territory mapping consists of assigning a trade area to a franchisee. It can be specified in the Franchise Agreement contract as an exclusive territory where nobody else can sell nor marketing (other franchisee or retailers distributing the same product from the same brand).
Franchise territories can be defined by several criteria: potential customers (demographics), potential revenues. They need to be equivalent between each franchisee to be as fair as possible and avoid network management issues. The franchisor can do a zoning study to know better which trade area the brand should be located in.
How to map a territory?
The first thing you should know is the method you want to use to draw your area. Should your territory represent official boundaries (city, state, postcode)? Or do you prefer to use isochrones? Isochrones are most used in trade areas drawing as they represent better the real attractivity of your business on the ground (mountains, rivers but also difficult roads that can prevent prospects to come to your store for example). You can also use an isodistance as the crow flies (radius from your point of sales). You also can do it manually depending on the targets or customers you’ve been mapping to have equivalent zones depending on the volume of prospects.
Many useful tools can help you to map territories very easily. OALLEY offers you this possibility for free. Start creating a territory map
How to create a sales territory map?
To create your sales territory map you need to know on which criterion you will draw these areas. The most common method is to plot your customers or your prospects on a map. Then you can draw and assign your territories by sales being careful of having equivalent territories.
But how to map my customers? You just need to have a CRM system or an Excel spreadsheet that you can import on OALLEY. You will have instant visualization.
If you do not have a prospect file with addresses, you can also use the Population feature of OALLEY. It allows you to access demographics (from the Census database) and then you can assess the potential of each zone.
Which territory mapping application choose?
Several mapping software exists. To choose the best one that fits your needs, you need to know which main features you want to achieve your goal and which data do you need. Here is a list of solutions:
OALLEY is an online tool that offers you the possibility to create illimited custom maps with the possibility of drawing different types of areas (isochrones, isodistance). You can sort them into layers to have a clear visualization of your plan. You can also use different colors to differentiate them. Access also to demographics (to assess a zone prospect potential) or import your data (CRM, customer, or prospect database). You can also collaborate with your colleagues or franchisees by sharing your map publicly or the collaboration management system to allow another person to modify the map. OALLEY is free to draw until 10 areas. Then you need to take a monthly subscription to access the other features. It is without engagement, so if you need the software not regularly you’re free to go, leave and come back as much as necessary. You can use it for franchise mapping as well as sales mapping. Or many other usages (sales performance, marketing campaigns, market research…)
Spotio is specific for sales usage. You can custom your map with territories and map your customers. There are more sales features like task automation or sales routing. Spotio can be directly linked to your CRM software. But they don’t offer additional data like demographics. So you need to have your database to work on it. Spotio offers a monthly subscription.
Maptitude is a Geographic Information System (GIS). It is very complete and made for many different usages. You can need some formation as the grip is more difficult than the two tools previously mentioned. You can add as many country data packages as you need to the tool. The subscription is yearly.
eSpatial is a territory mapping software made for both sales and franchisors. You can import your data, custom your maps, draw boundaries for your territories, and route planning. The subscription is yearly and starts at $1,295 / year.
How much does a territory mapping application cost?
A territory mapping pricing varies depending on the software chosen. It costs at least $1000/year until $10,000. Some tools propose a monthly subscription without any engagement.
Manage your territories with OALLEY
The most intuitive mapping software. Create your areas, sort them easily, assign them. Assess their potential with demographics.