Effective territory management is a game-changer for sales leaders looking to maximize their team’s productivity. By strategically organizing sales territories, leaders can ensure that their reps spend more time selling and less time on administrative tasks.
Sales reps spend less than 30% of their time actually selling (Source: Salesforce). But with effective territory management, this can be significantly improved. Here are six steps on territory management for sales leaders:
- Include customer traits and sales potential in territory management.
- Adapt territories to market changes; avoid excessive CRM updates.
- Target “microterritories”: industry verticals, segments, products.
- Ensure fair and transparent processes to handle territory overlap.
- Continuously evaluate and align territories with market changes.
- Use tech and AI tools for better visibility and forecasting.
Source: Fullcast
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