Sales territory planning and territory management are foundational pillars of every successful Sales team. However, territories are never a “set it and forget it” practice. As your organization scales, sales territories tend to change. As you learn more about your total customers and market, sales territories tend to change. When you expand internationally, sales territories undoubtedly change. You can see where this is going.
Sometimes, marketplace forces drive changes to how territories are structured and managed. Other times, it’s the dynamic of the Sales team itself, whether you are developing new territory structures, offering a new product, promoting employees, assigning new hires, etc.
In this eBook, review the business necessity of sales territories as well as the nuts and bolts of sales territory creation, sales territory management, pitfalls to avoid, and helpful tech tools to keep your processes running effectively.