{"id":7440,"date":"2023-08-15T10:00:00","date_gmt":"2023-08-15T17:00:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=7440"},"modified":"2024-07-23T07:58:52","modified_gmt":"2024-07-23T07:58:52","slug":"territory-management","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ap\/blog\/territory-management\/","title":{"rendered":"4 Things You Can Do Now To Improve Your Territory Management"},"content":{"rendered":"\n

If creating a sales team is like building a car, then territory management is where the rubber meets the road. You\u2019ve agreed on a sales strategy<\/a>, revenue goals, target customers, and a sales process<\/a>. Now the moment has finally come for the sales reps to go out and sell.<\/p>\n\n\n\n

But not all territory management is created equal. The greatest sales teams are constantly measuring their performance, gathering market insights, and refining their process to get better.<\/p>\n\n\n\n

Below we share how you can level up. But first, let\u2019s get clear on what territory management means.<\/p>\n\n\n\n

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Create and deliver sales plans that perform<\/strong><\/h2>\n\t\t\t\t\t\t\t

Move fast with templates and automation to design your sales plan, and achieve your revenue goals.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t

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What is territory management?<\/h2>\n\n\n\n

Territory management, typically part of a company’s sales planning<\/a> process, involves assigning territories to sales reps and optimising them for fairness, customer coverage, and growth. Each territory is associated with a quota and a group of accounts, usually organised by attributes like customer segment and region.<\/p>\n\n\n\n

While territory management is sometimes confused with territory planning, they\u2019re different. Territory planning comes first: It\u2019s the act of creating (or \u201ccarving\u201d) territories. Then, when you\u2019re ready to drive the car out of the factory, territory management kicks in. Sellers get their accounts and quotas from their managers. The sales team has a distribution kickoff, and sales reps create account plans that outline how to approach their target prospects. Then? They sell.<\/p>\n\n\n\n

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Boost your sales with territory management tips and tricks<\/h2>\n\t\t\t

Divvy up territories to meet company goals, give your company a leg up on the competition, and motivate your reps with accounts that match their strengths. Discover how on Trailhead, the free online learning platform from Salesforce.<\/p>\n\t\t\t\n\n

Start learning<\/strong><\/a><\/div>\n\n\t\t<\/div>\n\t\t
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+100 points<\/div>\n\t\t\t
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Learn Territory Management Best Practices<\/p>\n\t\t\t

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Sales territory management best practices<\/h2>\n\n\n\n

Below are the best practices to help you continually improve your territory management, using a foundation of seller feedback, data, and technology. Let\u2019s take a look.<\/p>\n\n\n\n

1. Assign territories based on how the sales team sells<\/h3>\n\n\n\n

When you\u2019re thinking about criteria for territories, don\u2019t just think about customer segments (such as company size, industry, or product). Consider the sales team that\u2019s best suited for them. <\/p>\n\n\n\n

For example, an enterprise sales team might not get assigned a territory at all, but instead, a few enormous hand-picked accounts. Field sales teams who own a larger volume of accounts and sell in person will likely get mapped territories, where accounts are grouped by region and maybe one other attribute, like industry (for example, healthcare companies in Georgia). Finally, a virtual sales team might get a territory that\u2019s not mapped (for example, healthcare companies that are targets of a certain product).<\/p>\n\n\n\n

You\u2019ll notice that these example territories are made up of only two attributes. That\u2019s because it\u2019s important to keep it simple. Using too many attributes to define your territories can make it harder to measure what\u2019s working, and can slow you down as you try to adapt.<\/p>\n\n\n\n