Tuesday, July 29, 2008

Sales Territory Mapping is Overrated

There are a lot of companies out there who have started incorporating sales territory mapping to list an individual salesperson's accounts. While this software is pretty cool, I think a lot of companies and sales managers incorrectly use this information to manage their sales force.

I actually worked for a company some time ago that started a new sales territory program that used software to map each salesperson's territory. While this information was very useful, the management at this company went down the wrong road by micromanaging their sales force at an extreme level. Each morning, the salesperson would "log in" to find their sales calls already programmed for the day. Yes, that means the company actually had a computer determining who the salesperson should call on (imagine that, you are allowing a computer program to run your sales force). I tried it for a month, and as my sales numbers dipped I went back to doing things my way. I didn't feel comfortable about "blowing off" what they wanted me to do, but at the end of the day your overall sales numbers are the only thing which keeps you employed.

Sales territory mapping can be beneficial, and in the future I will publish several posts on how you can correctly use this information.

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