Ever feel like your sales team is spending more time stuck in traffic than closing deals? That’s where smart territory segmentation and territory management come into play.
When in-person selling and live demos are key to your go-to-market (GTM) strategy, having a well-mapped sales territory isn’t just helpful—it’s essential. With the right sales territory mapping software, you can turn chaos into clarity, ensuring your reps spend more time with customers and less time navigating roadblocks (literal and figurative).
One of the most widely used territory segmentation strategies is based on geography.
Studies show that 76 percent of organizations rely on a geographic sales territory model to assign accounts to sales reps.
This approach is particularly effective for organizations that rely on in-person selling or live demonstrations as part of their go-to-market (GTM) model. For such companies, sales territory mapping becomes an essential tool to optimize field operations. Thankfully, there are many sales territory mapping software solutions available today that integrate sales data with geolocation to help businesses streamline territory planning and improve sales productivity.
However, for organizations with more complex GTM models—like SaaS companies, technology firms, or companies with multiple teams (Sales, BDRs, Sales Engineering, Customer Success)—standard territory mapping software may fall short. As more businesses adopt hybrid GTM models that combine geographic territories with other key criteria (such as industry, account size, and sales potential), the need for more robust territory management software becomes clear.
In this article, we’ll explore how territory management software, like Fullcast, offers advanced territory mapping capabilities that not only improve RevOps efficiency but also drive greater sales productivity.
Easily Map and Carve Geographic Territories
Fullcast offers an intuitive territory mapping tool that allows businesses to carve out geographic territories and visualize them directly on a map. This software integrates seamlessly with your CRM data, enabling users to overlay key metrics like ARR (Annual Recurring Revenue), propensity to buy, or number of accounts. By visualizing this data on a map, sales operations teams can balance territories more effectively and optimize resource allocation.
Some advanced features for carving geographic territories with Fullcast include:
- 2-Digit Postal Codes: You can easily select large areas by using 2-digit postal codes or use a lasso tool to grab multiple postal codes simultaneously.
- Postal Code Exceptions: If a postal code falls outside a state-based territory, you can make exceptions to account for these edge cases.
- PO Boxes: Fullcast allows segmentation by PO Boxes, an important feature for companies that rely on third-party data providers like D&B or ZoomInfo.
- Unassigned Postal Codes: Fullcast highlights unassigned postal codes to ensure that no accounts are left unmanaged, preventing data gaps and future disputes.
Optimize Sales Territories with AI-Powered Insights
Fullcast takes territory planning to the next level with its AI-based rules engine called SmartPlan. This powerful tool enables businesses to balance territories based on a combination of geographic and non-geographic factors. This makes it perfect for hybrid GTM strategies.
For instance, a company operating in the U.S. may want to split their Enterprise accounts into regions like East, West, and Central. Within the West, SmartPlan can be used to balance the territories based on metrics like account score, number of accounts, or propensity to buy.
This approach ensures that territory imbalances—such as when one territory has too many inbound leads compared to another—are eliminated. Reps across the same region get an equal share of leads, and their books of business are balanced. The result? Higher sales productivity and improved rep satisfaction, which reduces churn.
Make Smarter Decisions with What-If Scenario Analysis
One of the standout features of Fullcast is its What-If Scenario Analysis. This tool allows you to simulate different territory plans and assess how each one would perform before implementation. By comparing geographic plans against plans based on other criteria (e.g., industry, account size, or sales potential), you can make more informed decisions.
- Scenario Modeling: Users can compare multiple plans to visualize the potential outcomes. For example, one plan might focus on geographic splits, while another might incorporate factors like account score or buying intent.
- Financial Impact Assessment: The platform lets you see the financial impact of different territory designs—whether based on number of accounts, ARR, or other metrics—so you can make more strategic, data-driven decisions.
Once you’ve decided on the best plan, Fullcast allows you to deploy it directly to your CRM system, making it simple and efficient to implement.
Create Multiple Territory Plans Across Functions and Regions
Unlike simple sales territory mapping software, territory management solutions like Fullcast allow you to create and manage multiple GTM plans. Large organizations often need different territory plans for various revenue functions or regions (e.g., Sales and Customer Success), and Fullcast can accommodate these complexities.
- Cross-Functional Plans: You can create different territory plans for different teams, like Sales, BDRs, and Customer Success, all within the same platform.
- Regional Variations: For global teams, you can build different plans for different regions, ensuring that each team works off the same single record of truth without the need for disparate systems or spreadsheets.
This integration leads to operational efficiency by reducing silos and ensuring consistency across all departments.
Automate GTM Rules for Seamless Operations
Territory management software like Fullcast doesn’t just simplify territory mapping—it also automates essential tasks like lead routing, account assignment, and engagement rules, ensuring that your GTM processes are executed with precision.
- Automated Rules by Geography: With Fullcast, you can set up automated rules for things like lead routing, account families, and territory holdouts. These rules can be customized by territory hierarchy, making it easier to scale your sales operations.
- Seamless Changes to Territories: When territories change—whether due to shifts in geography or team structure—Fullcast ensures that routing and account assignments are automatically updated. This eliminates manual errors and saves valuable time.
For example, if you move a state from the Central territory to the East territory, the system will automatically update lead routing without disrupting sales workflows.
Read more: The Secret to GTM Success
Align Quotas and Targets by Geography
Aligning sales quotas with territories is critical for tracking performance and ensuring fair distribution of goals. Fullcast allows you to set different quotas for each geographic region, aligning them with business priorities like ARR, market share, or growth potential.
- Real-Time Performance Tracking: Monitor performance at any level of your territory hierarchy, from individual reps to entire regions, to ensure that quotas and targets are being met consistently.
- Tailored Goals for Different Regions: For example, in North America, the focus may be on achieving ARR goals, while in EMEA, the focus may shift to increasing market share. Fullcast enables you to set specific targets that align with these regional differences.
Read more: Keep Quotas Aligned with GTM Plan
Collaborate Efficiently with Field Managers
Effective collaboration between sales operations and field managers is crucial to the success of any territory plan.
Research shows that aligned sales and marketing teams are 67 percent more effective at closing deals, and teams collect 208% more revenue from marketing efforts.
Fullcast enhances collaboration by enabling real-time updates and feedback directly within the platform.
- Collaborate in Real-Time: Field managers can make updates to accounts and territories within their assigned regions without needing to involve Sales Operations.
- Unified System: Instead of relying on email chains and spreadsheets, teams can collaborate directly within Fullcast, ensuring that all changes are reflected in real-time and accessible to everyone involved.
Why Invest in Territory Management Software?
For businesses with simple sales models, sales territory mapping software might be sufficient. However, as organizations scale and adopt more complex hybrid GTM models, territory management software becomes a critical tool for managing resources effectively. Solutions like Fullcast offer a comprehensive suite of features that go beyond basic mapping to streamline territory management, optimize sales productivity, and align teams with business goals.
By leveraging advanced tools like AI-based territory balancing, What-If scenario analysis, and automated lead routing, companies can enhance RevOps efficiency, ensure better territory alignment, and drive sales growth.
