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10 Sales Territory Management Best Practices Set Territory-Level Sales Goals. Prevent Territory Conflict. Prioritize the Most Valuable Territories. Track Mileage and Expenses. Create a Rotating Schedule for Contacting Customers. Meet Needs of Current Accounts While Finding New Leads. Consider the Seasonal Needs of Customers.

How can you continuously improve your territory management skills? Assess your current situation. Segment your customers and prospects. Align your sales territories with your goals. Assign and support your sales reps. Monitor and adjust your territory plan. Heres what else to consider.

SWOT Analysis One of the primary tasks of planning a sales territory is to understand the internal strengths and weaknesses of the sales team. A SWOT analysis identifies what the sales representatives are best at, areas they are less capable of handling, growth opportunities, and external threats.

Effective sales territory management helps maximize sales performance, enhance customer relationship management, and optimize overall organizational efficiency. By carefully defining and assigning sales territories, you can ensure your sales teams are focused on the right markets, customers, and opportunities.

How to create a sales territory plan in 6 steps Define your larger sales goals. Before you have a plan, you need a goal (or goals). Define your market. Assess prospect and account quality. Start mapping out the strengths and weaknesses of your reps. Assign leads. Look for ways to improve your plan.

Under the build up method territories are framed by combining small geographical areas based on the number of calls a salesman is expected to make. This method equalizes the workload of sales people. The breakdown method: Involves division of the whole market into approximately equal segments based on sales potential.

Seven Sales Territory Management Tips to Empower Your Sales Strategy Divide your territory in a way that makes sense. Create a call rotation plan. Set priorities and stress the importance to your sales team. Use your relationships to cross-sell and upsell. Stick to the big-picture view. Stay up to date. Make meetings count.

Never focus too much energy on smaller accounts with fewer possibilities. Instead, focus on what accounts have the most potential and are most likely to generate revenue. Time is key when it comes to territory management, so focus on the potential clients who will earn you the most in the shortest period of time.