The Basics of Designing a Sales Territory Plan

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The Basics of Designing a Sales Territory Plan

Posted By Emily Clarke     March 11, 2022    


Expanding your sales force and your company’s reach are both big milestones, but things can get complicated quickly if you don’t have a territory plan. Territories are areas that are mapped out for specific sales professionals or departments to focus on. In most cases, someone’s territory is their exclusive zone of operation, and no other sales professional from the company should encroach on this territory. With this stated, there will be times when professionals from outside of a specific territory will need to step in to assist.

In small areas, managing territories is fairly easy. Sales professional A has this part of town while sales professional B has the other. As you add more salespeople to your company and expand into new territories or new industries, it can become more difficult to manage who is assigned to where and keep track of where your best leads reside. Additionally, issues like someone selling in someone else’s territory are bound to come up, necessitating the need for a plan.

Creating Your Plan

Thankfully, learning how to create a territory plan isn’t that complicated, even if the mechanics involved in the plan are complex. First, you’ll want to identify the whole territory you plan to focus on. Next, take the time to figure out which of your sales team will best align with prospects in those areas based on experience and expertise. Lastly, hold regular briefings to discuss your territory plan, receive updates and clear up any misunderstandings or miscommunication. Visit this website to know more about how to create a territory plan.

Managing Your Plan

Of course, even after you’ve mastered how to create a territory plan, you still have to implement and manage it. This is where software comes in handy. Territory management software can provide an in-depth view of your sales force as it works the various territories your company has assigned.

Using territory management software, your team may also be able to integrate its efforts into customer relationship management (CRM) software to keep track of who has been where, what areas need more focus, where potential leads may be and more. This saves time and concentrates valuable data into a single resource for easy access across your sales team.

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