Indicator values

Territory load is a simple and effective indicator of free time in the territory. An ideal situation is when the territory load is at 100%. It shows that the sales representatives work will take for example an average of 8 hours a day throughout the sales cycle. A rate less than 100% means that work takes less time on certain days. A rate of more than 100% means that work takes more than 8 hours a day, and perhaps completing all planned visits will not be possible.

The load indicator’s calculation is based on the route optimization process.

Applications

Territory load is an indicator that is particularly useful in two situations:

• when designing territories it allows one to precisely validate them and to balance them much better than using simple indicators such as the number of clients
• monitoring the territory load after the implementation of a new territorial division in a changing market.