MOBILITY SPOTLIGHT: TerrAlign Helps You Better Manage Your Sales Territories

TerrAlign for salesforce.com transforms sales forces by balancing sales, potential, or work among every territory. The idea is to achieve a balanced sales force with more manageable territories, more motivated representatives, and (as a result) higher sales performance.

Here’s how it works. Once you’ve defined the basic parameters of the geographical area that you want to manage, TerrAlign automatically designs hundreds of optimal territories in minutes. TerrAlign then uses a built-in digital road network to create realistic drive time calculations in order to minimize travel times. You can then override geographic assignments on an account-by-account basis, in order to accommodate legacy accounts or special circumstances.

Once you’ve created your ideal territory design, you can use TerrAlign to create reports to distribute to the field. You can also provide territory definitions for assigning opportunities in salesforce.com, so that opportunities can be tracked by territory, thereby helping you to measure and tune your territory assignments. Finally, if you have a compensation structure where there are incentives to sell into a particular territory, TerrAlign can help ensure that commissions are calculated accurately.

What We Like about It:
Few things are more damaging to the morale of a sales team than arguments and problems connected with territories. In many companies, territories have evolved organically or accidentally, or based upon the pressures of individual salespeople over time. As a result, many companies have an assortment of "good" territories (which are relatively easy to sell into) and "bad" territories (which can be truly dreadful).

Sales reps stuck with a "bad" territory are likely to experience longer travel times, more difficulty reaching customers, and more problems when it comes to making quota. The result is lower morale and a higher turnover rate. TerrAlign adds some "rationality" into the process of creating meaningful territories, so that each sales rep has the opportunity to excel.

PROFILE:
Partner: The TerrAlign Group
Application: TerrAlign for salesforce
Application Published: October 2006
Average User Rating: Not yet reviewed
Pricing Plan: Varies; contact vendor for more information
More Info: www.terralign.com