GLOSSARY

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A

APO- "APO" stands for Army Post Office and is associated with U.S. military mail. APO addresses are used for mail delivery to U.S. military members stationed overseas. An APO address functions similarly to a domestic U.S. address but includes specific elements to ensure the mail reaches the military base or location outside the United States.

Account Override- an account override is a specific authorization or exception granted by higher-level management or a supervisor that allows a salesperson to manage or modify an account that is typically outside their designated sales territory. This may occur due to special circumstances, such as a key customer relationship or unique sales opportunity. An account override grants the salesperson temporary access and control over an account that would not typically fall within their assigned territory

B

Batch Delete- The batch delete tool will delete some or all the data in your AlignMix mapping file. When using the batch delete tool you can choose one, or more of these data points to delete:

  • Accounts
  • Data
  • Sales Reps
  • Territories
  • Districts
  • Regions

Batch Export- a batch export refers to the process of exporting a group of data or information in one go, typically from a sales territory management system or software. It allows users to select multiple pieces of data, such as customer lists, sales reports, or territory assignments, and export them as a single file, often in formats like Excel or CSV. Batch exports streamline data retrieval and analysis, making it more efficient for sales teams to work with large sets of information for planning and decision-making.

Batch Rename- can be used to rename all of your sales territories all at the same time

Bivariate Territory- a bivariate territory is a type of sales territory arrangement that considers two key factors simultaneously. These factors include sales, potential, or workload and some other relevant variables, such as customer density, sales potential, or product demand. Bivariate territories aim to create balanced and efficient sales areas by considering both spatial and non-spatial criteria, ensuring that each territory is strategically designed to optimize sales efforts and resources

C

Clean Alignment Tool- automatically cleans up various data:

    • Unassigned zip codes
    • Unassigned accounts
    • Unassigned point zip codes
    • Reset all point zip codes
    • Reset account overrides

Circle Tool (district or territory) - click and drag out, captures data within the specified radius

Chart- will show which data falls above or below the threshold established

Configure Layers- customize how labels and layers are displayed on the map and at what zoom level they will appear

D

District Map- a district map is a visual representation of a specific geographic area or region that has been divided into distinct sales districts or territories. These maps are used to demarcate the boundaries and geographical coverage of each sales district, providing a clear and visual reference for sales teams and management to understand the allocation of responsibilities and customer bases within the defined areas. District maps are essential tools for organizing and optimizing sales efforts, ensuring efficient coverage and resource allocation.

District- a district is a specific geographic area or administrative unit within a broader region or territory. It is often managed by a district manager or supervisor and typically contains multiple sales territories or subunits. Districts are created to facilitate efficient management, coordination, and oversight of sales operations within a designated area, helping organizations allocate resources and sales teams effectively to maximize revenue and customer engagement

Distance tool- use this to calculate the distance between two points on the map.

Disruption- disruption refers to the significant and often unexpected changes or shifts in the way sales territories are structured, managed, or operated. These changes can result from various factors, such as technological advancements, market trends, or competitive forces, and they may require organizations to rethink and adapt their existing sales territory strategies to remain competitive and meet evolving customer needs. Disruption in sales territory design can lead to the need for innovative approaches to stay relevant and effective in the marketplace.

DPO-DPO" typically stands for "Diplomatic Post Office." It's a special type of address used for mail sent to diplomatic and military personnel stationed abroad. The DPO allows them to receive mail as if they were in the United States, even though they are located overseas. DPO addresses are used to maintain mail service and connectivity with the home country for individuals serving in foreign locations.

F

FIPS Code- In sales territory design, a FIPS code, which stands for Federal Information Processing Standards code, is a unique numerical identifier assigned to geographic areas by the U.S. government. These codes are used to categorize and organize geographic regions, such as states, counties, and cities, to facilitate data management, analysis, and mapping. FIPS codes are commonly used to define and delineate sales territories, making it easier to work with geographic data and ensure consistency in territory design

FTE (Full Time Equivalent) 1 territory equals 1 FTE.

    • Imagine you have two students, Sarah and Mark, helping with a school project.
    • Sarah works 20 hours a week on the project.
    • Mark, on the other hand, works 10 hours a week because he's involved in other activities too.
    • Now, we want to compare their contributions as if they were both working full-time on the project, which we'll say is 40 hours a week. To do that, we use the concept of Full Time Equivalent (FTE).
    • For Sarah, her FTE would be 20 hours (her actual hours) divided by 40 hours (full-time), which equals 0.5 FTE.
    • For Mark, his FTE would be 10 hours (his actual hours) divided by 40 hours (full-time), which equals 0.25 FTE.
    • So, Sarah is contributing at a 0.5 FTE, which means she's essentially working half as much as a full-time student would on the project. Mark is contributing at a 0.25 FTE, which means he's working a quarter as much as a full-time student.
    • This helps us compare and understand their contributions in a way that's like they were both working full-time, even though they're working different hours.

FPO- "FPO" stands for "Fleet Post Office." FPO is used by the United States Postal Service (USPS) for military post offices located in U.S. Navy, U.S. Coast Guard, and U.S. Marine Corps installations. It's a specific type of address designated for mail and packages to service members stationed on naval vessels or overseas military bases. FPO is followed by a numerical code to specify the particular location

H

High-Resolution Export- a "high-resolution export" typically refers to the process of generating and saving sales territory data, maps, or related information in a digital format with a high level of detail and clarity. This export may include maps, reports, or spreadsheets with fine-grained information about the sales territories, allowing for accurate analysis, planning, and decision-making. High-resolution exports are valuable for visualizing, sharing, and further processing sales territory data with precision.

Hierarchy- a hierarchy refers to the structured arrangement of sales territories and their levels of authority within an organization. It outlines the reporting relationships and the division of responsibilities, typically starting from top-level management and cascading down to regional managers, sales teams, and individual sales representatives. This hierarchy helps establish clear lines of communication, supervision, and decision-making, ensuring effective management and coordination of sales activities at various levels of the organization.

House Account- a "house account" typically refers to a strategic customer or client account that is managed and serviced directly by the company's internal sales team rather than being assigned to a specific sales territory or salesperson. House accounts are often high-value or key clients that receive special attention and customized services from the company to maintain and strengthen the business relationship. They are not part of the regular territory distribution and are typically handled at a higher organizational level to ensure exceptional customer service and retention

I

Index- an "index" typically refers to a numerical value or score used to measure and compare different territories or regions based on specific criteria. These criteria can include factors such as sales performance, market potential, customer density, or demographic data. The index allows sales professionals to assess and prioritize territories, identifying which ones may require more attention, resources, or adjustments to achieve sales objectives 1.0 is considered a balanced territory.

Incontiguous- "Incontiguous" means that a sales territory is not continuous or adjacent. It refers to a territory that is not connected geographically but rather consists of separate, non-adjacent areas or regions. This term is important in the context of sales planning and management, as it describes a territory that may be challenging to cover efficiently due to its discontinuous nature.

L

Lasso Tool (district or territory) click and drag to enclose a section. When you let go, you will be able to see a summary of all of the data within the space (both accounts and zip codes, by default)

P

Point zip- A "point zip code" refers to a specific postal code or ZIP code that is identified and used as a central reference point within a sales territory. It is typically chosen because it represents a central location or geographic point of reference within the territory. Sales and marketing professionals may use a point ZIP code as a reference to define the boundaries of a sales territory or to calculate distances, demographics, or other data related to that specific area.

Pan Tool- use this to click and navigate the map without making any changes to the territories/data on the map. Purely navigational

R

Region- a region is a defined geographic area that serves as a strategic division within a larger market or territory. It is typically assigned to a regional manager or sales team and encompasses specific locations, customers, or demographics. The purpose of creating regions is to efficiently manage sales activities, allocate resources, and target sales efforts within a particular geographical or demographic area to optimize sales performance and customer service

Retired zip code- a "retired zip code" typically refers to a zip code that was once actively included in a sales territory but has been removed or excluded from that territory due to strategic adjustments. This could be due to changes in market conditions, business priorities, or the need to optimize territory coverage. Retiring a zip code means that it is no longer part of the sales territory and is no longer actively served by the sales team assigned to that territory.

Radial Tool- Right-click on any territory to prompt various territory shortcuts:

    • Delete a Territory
    • Locate the Territory
    • Locate the smallest non contiguous cluster
    • Change the Color of the Territory
    • Hide the Territory
    • Lock the Territory
    • Access Territory Properties

Region map- a region map is a visual representation or geographic depiction that delineates the boundaries and divisions of different sales territories or regions within a specific area. It is a graphical tool used to help sales teams and management understand the spatial distribution of customers, prospects, and market segments, making it easier to allocate resources, assign sales representatives, and strategize sales efforts effectively within each defined region

S

Static Lines- a "static line" refers to a fixed and unchanging boundary or demarcation that separates one sales territory from another. Unlike dynamic or flexible territory structures that can adapt to changes in market conditions, customer locations, or sales team resources, a static line remains constant over time. This can simplify territory management and make it easier to allocate resources, but it may not accommodate shifts in demand or customer distribution

Segment- A segment is a distinct and identifiable group of potential customers or prospects that share similar characteristics or needs. Sales teams or marketing professionals often divide their target market into segments based on factors such as demographics, geography, behavior, or industry. Segmenting allows for more focused and customized sales and marketing efforts, as each segment may require different approaches and strategies to reach and engage potential customers effectively

Span of control- A span of control refers to the number of subordinates or employees that a manager or supervisor directly supervises and is responsible for within an organization. It indicates the level of hierarchy and the extent of management oversight. A wide span of control means a manager oversees many employees, while a narrow span of control means a manager oversees fewer employees. The choice of span of control depends on the organization's structure and the nature of the work.

Space bar- hold this down to activate the “Pan” tool

Static layer- way to show your original territory, district, or region boundaries. Can be used as a reference to show how much a given territory has changed.

T

Territory- A sales territory is a defined geographic area or customer segment that is allocated to a salesperson or a sales team for the purpose of managing and executing sales activities. It serves as a strategic division of a larger market, allowing sales professionals to focus their efforts on a specific set of customers, prospects, or locations. Sales territories are established to streamline sales operations, enhance customer service, and maximize sales potential within a designated region, typically taking into account factors such as geography, customer demographics, and sales potential

Territory Center- the center of the territory based on zip codes or account data.

Territory Table- A territory table is a structured document or database that provides detailed information about sales territories, including the geographic boundaries, customer segments, and specific assignments for each territory. It serves as a reference tool for sales management and sales representatives, helping them understand the scope and responsibilities of their respective territories. A territory table typically includes data such as territory names, territory size, key accounts, sales targets, and the salesperson or team responsible for each territory. It plays a crucial role in organizing and optimizing the distribution of sales resources within an organization.

Territory Optimizer- automatically creates a specified number of territories based on a selected balancing factor. It can be used to create brand-new sales territories on a blank map or to balance and optimize existing sales territories.

Touch Align- the selling point of AlignMix. This tool can be used as a finger-painting tool in order to click and drag the existing territory lines. The touch align tool shows you instantly how your changes impact the sales territories.

Thematic Map- see which territories are high vs are low based on the current data set. Typically used with a sales territory index. Blue- below range High- above range

Territory Thematic Map- a territory thematic map is a specialized map that visually represents sales territories by highlighting specific thematic data or characteristics. It uses color coding, shading, or other visual cues to show how different territories relate to particular variables, such as sales performance, customer demographics, or market potential. These maps aid in understanding data distribution within and across territories, enabling sales teams to make informed decisions and optimize their strategies based on the displayed thematic information.

W

White space- In sales territory design, "white space" typically refers to areas or opportunities within a market or territory that have not been targeted or explored by the sales team or company. These are untapped or unaddressed potential customer segments, regions, or product/service offerings where there is room for growth and expansion. Identifying and capitalizing on white space can lead to increased sales and market share.

Z

Zip- to- Territory- excel file that has one column of zip codes and a second column with the corresponding assigned sales territory. This type of data can be exported from most sales mapping services/packages and even some CRM dashboards.

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