Top 5 Challenges in Territory Management and Solutions with Integrated Maps in Dynamics 365

Sabrina was the last person to leave the conference room, exhausted from the meeting. However, she felt a sense of relief as things were starting to fall into place. The quarterly report revealed that eight of her sales managers were focusing solely on clients in the western region of the country. While the other three zones had 120% more potential, the western zone had simply become the easiest option. This not only led to missed opportunities in the other regions but also sparked internal conflicts among the sales reps over the same leads. The meeting ended with a plan to implement better Sales Territory Management, leaving Sabrina relieved.

Sabrina isn’t the only Sales Manager dealing with this pressing issue. Many businesses across various industries encounter these and similar challenges on a daily basis. Let’s explore some of the most common ones and see if we can find a solution!

Challenge 1: Unequal Territory Distribution

Kara and Nate are medical representatives for a rising pharmaceutical startup. As a new company, the brand faces challenges in distribution and sales, so Kara and Nate collaborate by visiting pharmacies in person to promote and sell their products. Initially, they focus on only a few regions, but occasionally they unintentionally overlap into each other’s territories. Although they manage the situation with maturity and understanding, Kara often ends up traveling more than Nate, leading to an imbalance in their workload.

Solution: Employing advanced territory planning software to distribute territories based on factors such as sales potential, customer density, and rep capacity is ideal in this situation. Gone are the days of Excel sheets, with territory planning software such as Maplytics in Dynamics 365, users can identify the factors for sales territory creation, analyze how each could help out quickly, and create efficient sales territory maps. The most convenient one could be finalized.

Challenge 2: Overlapping Territories

A prospective client for Eagle Wears and Co. received two sales emails from different representatives within the same week, each offering a different deal. Upon investigation, it was determined that neither sales rep was at fault, as both had been assigned the same lead within their respective sales territories....Read More »

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