An organization running out of steam

Aloïs Joassard, Sales Director at TotalEnergies TLSA, manages a field sales team covering all of France. His team supports over 6,500 professional clients, spread across a vast and diverse territory.

But despite this well-established organization, a crack appears:

• inability to clearly visualize who manages what,

• no way to verify whether territories are balanced,

• assignments are frozen, built on habits rather than data.

With continued growth, Aloïs senses that the system is reaching its limits. Territories are too rigid, targets poorly calibrated, and the network’s potential underexploited.

Gaining clarity

Aloïs knows he cannot reorganize blindly. He decides to launch a structured overhaul, with a clear objective:

• regain control of sales territory mapping,

• base every decision on objective indicators,

• provide his teams with a fair and manageable distribution.

With help from the strategic marketing team and Galigeo, he undertakes a deep transformation.

First step: visualize the current state.

And the result is striking. On the map, the inconsistencies are glaring:

• sales reps covering fragmented zones,

• clients assigned to illogical territories,

• unbalanced workloads despite identical targets.

Second step: rebuild.

Based on this new perspective, Aloïs initiates a complete overhaul of the territory mapping. He bases his redistribution on:

• client typologies,

• revenue,

• sales volumes,

• and above all, actual geographic logic.

Each territory is redesigned at a finer level than the department, to better match the reality on the ground.

Each sales rep gets a coherent, actionable zone, aligned with their targets.

What are the results?

Very quickly, results become apparent:

• Teams re-engage, reassured by a fair distribution.

• Decisions are faster, because they are based on shared data.

• Marketing and sales work hand in hand, relying on a common framework.

Aloïs has gained visibility, legitimacy, and greater ease in managing his network.

"Today, I can justify every territorial split, every decision. And most importantly, I have a network that is far more readable and fair."

This project didn’t just help Aloïs better distribute his teams.

It allowed him to regain control of his field strategy, align his teams around a clear vision, and build a structure capable of evolving with the company.