As a business owner with a sales team, you want to ensure that your employees have equal work opportunities. Each sales rep should have a similar work portfolio, ensuring equity in the opportunity for them to make money. This critical process can be managed via our Balancer tab in the Territory Designer, where can balance the territories you've created by metrics that are proxy for potential. Account Scoring is one way to convert the potential into a metric, but other metrics such as the number of prospects, the number of customers, or even open pipeline could be used as a basis for creating a balanced set of territories.
The Balancer tab in the Territory Designer is a tool for creating equal territories. First, let's look at the different functions within the Balancer Tab.
To use the Balancer:
- Click on the parent node of the territories you wish to balance.
- Click on the Balancer tab to see the balancing in up to two components:
a. Chart view
b. Tabular view
To balance territories, you can simply make the necessary changes, review the territories using the Balancer, and repeat this process until territories are balanced to your satisfaction.
Configuring the Balancer is very similar to configuring GTM charts.
Before configuring your Balancer, make sure that you've selected the parent node under the Hierarchy menu to analyze the correct territories. Click on the pencil icon to edit the Balancer chart with the data you desire to analyze. A territory charts menu will pop up.
Fill in the space for Chart Title, an example could be "Sales and Prospects by Segment".
Drag and drop a Dimension from the available options in the left menu. This establishes which segments you want to balance. In the example below, I've chosen the "Name" dimension under the Territory subsection in the left menu.
Next, drag and drop up to 5 metrics from the available options into the Measures space on the menu. This will configure the Balancer with the metrics you like and generate a chart. I've chosen to balance my territories by "Prospect" count and "Sales".
For better visualization of your data, click on each metric to adjust the color, type of graph, order of the data presented, and the axis where the metric values will be represented.
Add a time-series metric in the Measures column to assess data along a certain timeline, e.g. Open Pipe.
Add Filters to the Dimensions in the menu to select for the data you want to visualize. Note, you cannot add Filters to Metrics.
Click on "Plot" to see your graph.
To see your chart in the tabular view, click on the Table icon on the top right of the Balancer tab.
To download a picture of your chart, click on the Download Chart icon on the top right of the Balancer Tab.
The balancer is most useful when used at a lower hierarchy node, in an instance when you may be trying to balance opportunities for sales reps being given a similar quota to achieve.
The Balancer table provides more details that are helpful in analyzing the data and making the required changes:
- The list of territories under the selected parent.
- The metrics being used for balancing, each represented as a column.
- The balancer by column - showing the balance between each territory by the
- Standard Deviation showing you how much variance exists.
Updated about 2 years ago