Sales teams that focus on high-value areas and deals achieve notable results. For example, businesses that adopt targeted outbound sales strategies in regions with high market potential, such as metropolitan areas, report up to three times higher deal values compared to inbound methods.
Depending on the number of variables, the level of detail, and the type of comparison the team wants to make, they can choose from line charts, bar charts, heat maps, pie charts, or scatter plots. They can use a line chart to reveal the trends and variations if they want to compare the total sales of each region over time. They can use a pie chart or a stacked bar chart to show differences and proportions and compare the sales breakdown by customer segment or product category for each region.
Color scheme
Teams can use color schemes and scales as well as contrasting or complementary colors for different purposes. A scheme could be red for desert areas, green for inland areas, and blue for coastal regions. Darker colors can represent higher sales, and lighter colors – lower numbers. Contrasting colors can draw attention to data anomalies.
Choose the right tools and software
Google Data Studio, Excel, etc., are popular and widely used tools offering different functions and features, such as formats, sources, templates, connectors, colors, charts, filters, labels, stories, annotations, interactions, sharing options, and dashboards. In addition, specialized mapping software for sales reps helps track sales performance, improve decision-making, identify new opportunities, and create balanced territories.
Field sales mapping starts by linking sales and customer data with the mapping software. A field sales territory map is automatically generated, illustrating each sales route, prospect, and customer, along with assignments and territory boundaries for specific sales reps.
Depending on the solution, sales teams can leverage advanced analysis and styling options such as heat maps and demographic data intersections to optimize sales strategies and enhance insight.
Territory management
Mapping software and territory management work hand-in-hand to help boost sales effectiveness and productivity. Sales teams can use territory mapping solutions to monitor and assess the performance of different regions and find new opportunities. Each sales leader can thus optimize workload and resource distribution across reps by refining their boundaries and territory assignments.
Companies that use sales mapping software to manage territories guarantee that each sales rep has reasonable opportunities and isn’t overloaded. A focus on high-value areas and consumers allows sales teams to maintain crucial customer relationships while making the most of selling time and meeting their sales targets.
Using interactions and filters
Using interactions and filters helps compare sales data across regions by exploring and customizing the visualization and the data. Filters let teams choose or unselect certain data variables, points, or categories based on their preferences or requirements. Interactions enable teams to change or manipulate the data or the visualization based on their feedback or input. They can use filters to show or conceal certain time periods, regions, or categories of the sales data. Interactions can be used to sort or reorder, zoom in or out, or change the visualization type or format.
Choosing the right sales channel
After visualizing the relevant data, it becomes easier to determine the right channel of communication. 80% of prospects prefer communicating with reps by email as of 2024, and 78% of reps use email as their preferred channel. The latest statistics reveal that 34% of prospects are open to interacting with sellers at industry events. The figure is 21% each for LinkedIn, text, and voicemail. Prospects are least inclined to communicate via social media (18%).
70% of reps and 50% of consumers like speaking over the phone. This figure increases as one climbs the ladder (VP or C-suite).
Digital-first strategies are playing a crucial role in high-value sales regions. B2B buyers increasingly prefer virtual interactions, with more than 70% open to online meetings, enabling businesses to expand into lucrative markets without heavy in-person investments.