Post on 30-Dec-2015
Territory Management
Territory management usage Best Practice
Content1. Request your data
2. Rework your territory geographically
3. Balance your foldercodes
4. Set your day order
5. Consult your reports
Territory management usage Best Practice
Request your data:• To be done when you want to review
your territory• To be done at least once a year• To be done when a new region has
been created
Password to key in for offline access
(min 8 characters)
Key in your Lyreco online password (z-code + password)
Click on “request my data” button to request your data
This button is not active when offline
Click on “request my data” button to request your data
when online
Your request has been sent, you will receive a message
when data are ready
When your data is available, you will receive a message in the info box on your homepage
REMARK: You can only download data
on one device. If you start reworking your data on your pc, you don’t have
access to it on your tablet for example
Click on “review my territory” button to download your data
You can download your data now
Territory management usage Best Practice
Content1. Request your data
2. Rework your territory geographically
(This has to be done for all your zip codes)
Overview of your portfolio
You have 7 days to make changes in
your portfolio
To reorganise your territory
geographically click init
To get an overview of all your prospects and customers
- Click search
- Hide Search screen
Overview of all your customers and
prospects, you can sort on different
columns
Result of sort zip code, where you find
all your zip codes assigned to you
Go back to the search engine and key in zip code you
want to organise
Key in first zip code you want to organise
Click search and hide your search
screen
Now you have an overview of all customers and
prospects in this zip code
Make sure customers in the
same street have the same folder; sort on
address
Put your customers in the correct folder code:
- One by one
- Mass update
Select your new folder code
Customer is in new correct folder code
Put your customers in the correct folder code:
- One by one
- Mass update (select boxes and mass update)
Put your customers in the correct folder code:
- One by one
- Mass update (select boxes and mass update)
Select your new folder code
Your customers are now in the correct folder code,
Old and new code are visible
You can mass update and check all sorts of data
Select the data you want to display to check or to modify
Close the box to start working
Click on the data that you want to changeAfter you made your changes, select save button
Important you key in all information that you have; this will help you to balance your foldercodes later on
The system will warn you, when you forget to save
Territory management usage Best Practice
Content1. Request your data2. Rework your territory geographically
(all zip codes) and ask to transfer zip codes that don’t belong to you to your manager
3. Balance your foldercodes
After reworking your territory geographically and keying in all data, you can start balancing your foldercodes
In this matrix you get an overview of all your foldercodes
First job: clean up “others” foldercodes (foldercodes that are empty or incorrect)
1. Click “Others”
2. Click “Launch simulation”
An overview of all your incorrect folder codes: assign to correct folder code
Choose data to display (like address) to help you to choose right folder code (normally your “others” should be empty after the analysis done per zip code)
Select the correct folder code for these prospects and customers
Select your new folder code
Go back to the main screen to start balancing your folder codes:
- Click on choose data to display
- Choose values
- Close box
Go back to the main screen to start balancing your folder codes:
- Click on choose data to display
- Choose values
- Close box
For info: when all incorrect folder codes are cleaned, number should be 0 incorrect folder codes
When you have selected the data you want to balance on:
- Click on Filters
- Close the box
When you have selected the data you want to balance on:
- Click on Filters
- Close the box
To specify on status
Territory management usage Best Practice
Balance your foldercodes on main values:
• On number of customers and prospects• On turnover• On potential
To balance your number of customers go to:
- Filters (select your “customers”)
- Data to display “Number”
To balance your number of customers go to:
- Filters (select your “customers”)
- Data to display “Number”
To balance your number of customers go to:
- Filters (select your “customers”)
- Data to display “Number”
Number of customers in each folder code
Here we see that not all days have approx same number of customers. Maybe some customers are bigger? Check with turnover and potential
TH2 and TH5 have fewer customers, but with higher potential. Differences in turnover are high (TH3 and TH4) => rebalance Thursdays
To do this select all Thursdays you want to rebalance by clicking on them (max 5 folders to balance at once)
Click “launch simulation”
In this overview you have all customers of selected folder codes. Here you can shift quickly between the 5 folder codes or choose another one
Here you can choose from any other folder code
Make all the changes required, afterwards you click “Simulation”
Select “customers”
Now your foldercodes are more in balance from a turnover perspective
If other fields need to be checked/balanced, you go back to “simulation”
Back in “simulation” you can choose data to help you to make your choices
You can sort on different columns and widen them to get a better overview
After your changes have been made, click “save”
Territory management usage Best Practice
Content1. Request your data2. Rework your territory geographically
(all zip codes) and ask to transfer zip codes that don’t belong to you to your manager
3. Balance your folder codes4. Set your day order
To set the order of your visits in a folder code; select one day and click “Day order”
To put a fixed order in this folder code, click on “Basket” to add customers/prospects
To add, click on the arrow on the left. You can choose data to display to help you with the sequence
When you have imported all your customers and prospects in the sequence screen, close your basket
To select your correct sequence, click “Drag and drop”
Make your ideal visit round by changing the order of your visits
Click save after all modifications are done
Territory management usage Best Practice
Content1. Request your data2. Rework your territory geographically (all
zip codes) and ask to transfer zip codes that don’t belong to you to your manager
3. Balance your folder codes4. Set your day order5. Consult your reports and send to your
manager
When all your changes are done, you can go to the next step
When your changes are done, you should see a difference between the current situation and the future situation
To check the result of your modifications, you select “Report”
The report gives you the following information:
- General comparison
- Garage file comparison
- Folder codes % keyed in
The report gives you the following information:
- General comparison
- Garage file comparison
- Folder codes % keyed in
The report gives you the following information
- Information by folder code
- All details of changes made
The report gives you the following information
- Information by folder code
- All details of changes made
After reviewing, close the report
If no changes have to be made anymore; send to your manager. Otherwise go to previous step to rework your territory
When sure you want to send to your manager, click yes
Territory management usage Best Practice
Content1. Request your data2. Rework your territory geographically (all
zip codes) and ask to transfer zip codes that don’t belong to you to your manager
3. Balance your folder codes4. Set your day order5. Consult your reports and send to your
manager
Good sales and have fun!
Implementation Plan (ASM)
1) Present during Team Meeting
2) Advise reps on when and how to use TM
3) Review all reports + validate if ok or request changes if not ok