ZS Associates

Javelin™ Territory Designer is the most complete software package for territory alignment and design. Formerly known as MAPS®, the software is based on over 20 years of territory design consulting at ZS Associates. Territory Designer gives you all the tools you need to respond to changes in your market:

• easily move accounts from one territory to another
• reconfigure territories manually or use the built-in optimizers to automatically add, remove, or restructure just a few territories or an entire alignment
• upsize or downsize your field force
• add or remove entire sales teams
• restructure sales management and reporting relationships
• prepare to launch new products

Getting Started with Territory Design Has Never Been Easier

You start using Territory Designer by loading your organizational data—customer profiles, sales and call history, field force structure, demographics, and so on. Territory Designer can handle data sets of virtually any size and can read directly from Microsoft Excel®, Microsoft Access™, and other common formats. That means you can get right to work without a lot of tedious importing and exporting.

When updated data becomes available, you can refresh your system in a few simple steps—without losing any of your work. You can add and remove data at any time.

Territory Designer comes pre-configured with geographic data for your company: cities, states, ZIP or Postal Codes, rivers, parks, and all roads from highways to local streets. You can also purchase shapes for other countries, so as your sales force goes global, Territory Designer can, too. In addition, all of the geography in Territory Designer has been optimized by hand, which ensures that your maps look great right away.

Thematic Maps Help You Identify Geographic Trends

Territory Designer provides many ways to visualize geographic trends, from territory shading to dot-density overlays. At a glance, you can see your product’s percent market share across the nation, understand sales trends and identify missed opportunities.

You can easily switch back and forth between different map views, so you can put your insights into action quickly. You can even make changes to your alignment directly on a thematic map and see the effects in real time. It’s a big time-saver.

The Smart Legend Highlights Opportunities for Improvement

The Smart Legend shows the key attribute in your alignment, typically total sales or an alignment index. If you see an outlier, just click on it to take immediate action.

Territory Designer also gives you the tools to improve your alignment quickly. With Territory Designer’s unique Click-to-Optimize feature, you can add, remove, or improve territories with a single click.

Work More Efficiently with Linked Map and Worksheet Views

While the map is an excellent way to make alignment changes based on location, the worksheet makes it easy to make alignment changes based on other criteria. For example, you can quickly realign all accounts of a specific type or all accounts with sales over a specific amount. The map and worksheet are dynamically linked making it easy to switch back and forth or work in both views simultaneously.

With Territory Designer, the information you need to make alignment decisions is easy to find. As you move around the map, Territory Designer gives you detailed information about the local alignment like sales, local demographics, number of customers, and more. In addition, Territory Designer rates the quality of your territories based on criteria developed by the alignment experts at ZS Associates. Not only does the dashboard outline whether a territory has too much or too little work for a representative, it simultaneously takes into account travel time within the territory to provide an overall score.

Javelin™ Territory Designer Handles Even the Most Complex Sales Forces

Territory Designer is used to design territories for some of the largest and most complex sales forces in the world. Territory Designer easily handles multiple sales forces simultaneously, including full and partial mirrors, cylinder structures, and hybrid geographic and account-based territories.

It’s also easy to manage sales force structure and reporting relationships in Territory Designer. As you create your structure, Territory Designer displays a diagram that outlines your design. As you refine your structure, Territory Designer updates your span of control numbers to ensure that your new structure is balanced across the country.

The Balancing Optimizer Saves Time While Keeping You in Control

With the optional Balancing Optimizer, you can create or re-balance all or part of your alignment while minimizing travel time and customer disruption—usually within minutes. While other optimizers can be just a black box, Territory Designer gives you extensive control over the optimization if you need it, including decisions on customer disruptions, incorporation of road networks, or boundary constraints.

The Value Optimizer Helps You Find the Right Sales Force Size to Help Maximize Profits

Although territory balance is an effective way to design sales territories for many companies, it is hard to understand the profitability implications of different territory configurations. The Value Optimizer helps you move beyond balance to achieve the most profitable alignment.

With the Value Optimizer, you can compute the ROI of different territory designs and sizes. The Optimizer can even suggest the optimal size for your field force. In addition to all of the features of the Balancing Optimizer, the Value Optimizer adds new capabilities:

• realistically models the way that increased travel time decreases call capacity
• reflects the financial impact of disrupting customer relationships
• gives insight regarding the most profitable level of effort for each customer

The Personnel Placement Optimizer and Manager Helps Complete Your Alignment by Getting the Right People to the Right Places

Good territory design is just one part of the alignment equation—you also need to place the right representatives in the right territories. To bring the two together, you use Territory Designer’s unique Personnel Manager which incorporates field force personnel information with alignment information in a spreadsheet-like interface for easy data access and maneuverability. You can use the Personnel Manager to make personnel placements that respond to internal needs and market changes in real time.

Besides managing your personnel information, you also have the option of using the software’s powerful Personnel Placement Optimizer. The Personnel Placement Optimizer automatically places representatives in the most appropriate configuration based on business rules you create. The Personnel Placement Optimizer eliminates biases, while incorporating the sometimes compatible, and sometimes conflicting, needs of both your company and the individuals. Use Personnel Placement Optimizer to:

• maximize customer coverage by assigning the most centrally-located sales representative to the territory
• better understand the customer relationships and minimize the disruption when making alignment or personnel changes
• make justifiable fact-based personnel placement decisions using real data and actual geography, not back-of-the-envelope judgment

Harness the Power of Javelin™ Territory Designer Reports to Evaluate Your Scenarios

Territory Designer reports are powerful tools used to evaluate your alignment scenarios, uncover issues with your alignments, and communicate throughout your organization. Territory Designer comes with over a dozen standard reports, as well the flexibility to create new reports as you need them:

• generate reports for your entire field force or just a single territory
• save your reports on your desktop, network, or within the software
• edit existing reports with a click of a button to leverage previous work