Sales Territory Management – Why It Is Important
A sales territory is a geographic region, business industry, or account type that is assigned to a specific salesperson or sales team. The goal of a sales territory is to target a specific market using a streamlined sales strategy that efficiently delivers resources to sales teams so they can close deals in that market. Territory management is a customer group or geographic area over which either an individual salesperson or a sales team has responsibility. These territories are usually defined based on geography, sales potential, its history or a combination of these factors. The ultimate aim of this division of areas is to maximise sales and profits, and to allocate resources efficiently. It is very important to create sales territories that are balanced. When a sales territory is out of balance, there are two things that can happen. If a territory is being under-serviced, the sales team or salesperson is spread too thinly and it leads to sub-optimal levels of activity. Those respo