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Apr 11, 2014 2. 4 min read ![](/_astro/3-analyses-on-sales-territory-maping-scaled.width-1000_8NWqp.webp) Modern sales territory mapping techniques have provided an effective weapon to reveal key business insights about organizations' sales performance. Sales metrics displayed on geographic maps with data overlays can substantially improve local sales leader effectiveness and also help corporate understand and analyze trends and selling behaviors of their salesforce. [Tableau](http://www.tableausoftware.com/) has some great mapping features with publicly available data overlays that can be very useful. [Qlikview](http://www.qlik.com/us) also has a basic geographic heatmap capability. [Google Maps API](https://developers.google.com/maps/) is one of the more advanced products with great mapping capabilities however requires non-trivial api integration skills. ### Case 1: Assigned Territory vs Actual Footprint A client had an account-based sales model with clearly defined geographic boundaries for each of its reps. Reps were however not restricted from selling outside their assigned territories. In some regions, this led to significant outside-territory sales by specific reps leading to resentment and unhealthy competition amongst their peers. Incentius decided to use sales territory mapping to visualize the assigned territory of reps vs their sales footprint. Fig 1 shows a specific rep's sales footprint. All sales within their assigned sales territories are tagged in green and out-of-territory sales are tagged red. The size of the markers indicates the volume of sales in that specific zip code. These figures revealed reps who were clearly selling significant volumes in distant zip codes. Such analysis assisted the company in reinforcing the message and aligning salespeople's efforts to corporate objectives. ![](/img/blog/sales-territory-mapping-and-effectiveness/assignedVsActual.png) Fig 1. Assigned Territory vs Actual Footprint ### Case 2: Inbound vs outbound telesales effectiveness A client wanted to understand how effective inbound vs outbound telesales were in different geographies. Inbound telesales is driven by local marketing efforts around the customer's location. Incentius generated a geographic sales map to indicate the split between inbound sales and outbound sales. The intensity of the color in Fig. 2 displays the bias towards inbound telesales in that specific geography. This analysis helped the client in identifying opportunity areas for improving local marketing strategy and spend. ![](/img/blog/sales-territory-mapping-and-effectiveness/inboundVsOutbound.png) Fig 2 : Intensity of green indicates higher % of inbound sales ### Case 3: Identifying and harnessing high potential areas. A client sought to understand their existing sales scenario and penetration to narrow down and design a focused sales strategy. Incentius created a sales territory map with a data overlay of sales potential (calculated using multiple parameters) of different territories against actual sales of the client. This analysis helped them gauge how effectively the potential of territories was being exploited. Using Fig 3. we identified territories with high sales potential but low sales. Sales potential is represented by the intensity of the color. Sales are indicated by markers with colors varying from red to green. Red and green represent low and high sales respectively. This analysis helped the client visualize the untapped potential in their sales territories and refocus sales efforts in less exploited territories. ![](/img/blog/sales-territory-mapping-and-effectiveness/salesPotential.png) Fig. 3 Intensity of purple indicates higher sales potential This is only the tip of the iceberg when it comes to sales territory mapping. Such analysis can be applicable across industries and requires a thorough understanding of the client's selling processes. Incentius can help analyze a sales territory's drive-time for a salesperson with respect to fixed customer addresses, geographic biases in sales performance, geographic customer attrition analysis to identify support coverage issues, etc. Follow [our page](http://www.linkedin.com/company/incentius) on LinkedIn for more such unconventional methods in data analytics Would you like to get a sample sales territory mapping and effectiveness analysis for your company? Please email us info@incentius.com And if you got this far, we think you’d like our future blog content, too. Please subscribe on the right side. About Author ![](/_astro/incentius_img.width-300_eR1lj.webp) Pranshu Kacholia ![](/img_astro/thumb.png) ### See What Our Clients Say ![](/img_astro/left-chevron_1.svg) ![](/img_astro/left-chevron_2.svg) ![](/img_astro/mind-gap-crop.svg) Mindgap Incentius has been a fantastic partner for us. Their strong expertise in technology helped deliver some complex solutions for our customers within challenging timelines. Specific call out to Sujeet and his team who developed custom sales analytics dashboards in SFDC for a SoCal based healthcare diagnostics client of ours. Their professionalism, expertise, and flexibility to adjust to client needs were greatly appreciated. MindGap is excited to continue to work with Incentius and add value to our customers. Samik Banerjee Founder & CEO ![](/img_astro/trusted-by-businesses/worldatwork_coloured.webp) World at Work Having worked so closely for half a year on our website project, I wanted to thank Incentius for all your fantastic work and efforts that helped us deliver a truly valuable experience to our WorldatWork members. I am in awe of the skills, passion, patience, and above all, the ownership that you brought to this project every day! I do not say this lightly, but we would not have been able to deliver a flawless product, but for you. I am sure you'll help many organizations and projects as your skills and professionalism are truly amazing. Shantanu Bayaskar Senior Project Manager ![](/img_astro/trusted-by-businesses/gogla_coloured.webp) Gogla It was a pleasure working with Incentius to build a data collection platform for the off-grid solar sector in India. It is rare to find a team with a combination of good understanding of business as well as great technological know-how. Incentius team has this perfect combination, especially their technical expertise is much appreciated. We had a fantastic time working with their expert team, especially with Amit. Viraj gada Gogla ![](/img_astro/trusted-by-businesses/humblex_coloured.webp) Humblx Choosing Incentius to work with is one of the decisions we are extremely happy with. It's been a pleasure working with their team. They have been tremendously helpful and efficient through the intense development cycle that we went through recently. The team at Incentius is truly agile and open to a discussion in regards to making tweaks and adding features that may add value to the overall solution. We found them willing to go the extra mile for us and it felt like working with someone who rooted for us to win. Samir Dayal Singh CEO Humblx ![](/img_astro/mind-gap-crop.svg) Transportation & Logistics Consulting Organization Incentius is very flexible and accommodating to our specific needs as an organization. In a world where approaches and strategies are constantly changing, it is invaluable to have an outsourcer who is able to adjust quickly to shifts in the business environment. Transportation & Logistics Consulting Organization Consultant ![]() Mudraksh & McShaw Incentius was instrumental in bringing the visualization aspect into our investment and trading business. They helped us organize our trading algorithms processing framework, review our backtests and analyze results in an efficient, visual manner. Priyank Dutt Dwivedi Mudraksh & McShaw Advisory ![](/img_astro/mind-gap-crop.svg) Leading Healthcare Consulting Organization The Incentius resource was highly motivated and developed a complex forecasting model with minimal supervision. He was thorough with quality checks and kept on top of multiple changes. Leading Healthcare Consulting Organization Sr. Principal ![](/img_astro/mind-gap-crop.svg) US Fortune 100 Telecommunications Company The Incentius resource was highly motivated and developed a complex forecasting model with minimal supervision. He was thorough with quality checks and kept on top of multiple changes. Incentive Compensation Sr. Director Most Read [ ![](/_astro/ChatGPT_Image_Apr_2_2025_12_06_35_PM.width-1000_ZUChn3.webp) Optimizing Large-Scale Data Exports: FastAPI, GraphQL, and AWS S3 Struggling with slow, inefficient file downloads in your application? Generating and handling large file downloads can be a nightmare—UI freezing, server overload, and endless waiting. ![](/_astro/Vinay_Chaudhari.width-300_1QPJnB.webp) Vinay Chaudhari 1. 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