Sales territory planning is a strategic approach to ensure your sales team targets the most profitable customers by dividing sales territories based on factors such as industry, sales potential, and customer type. The primary purpose of sales territory planning is to provide a framework for measuring sales potential, setting goals, and focusing the sales team's efforts for maximum success, ultimately leading to increased productivity, improved customer coverage, and reduced costs.
Effective sales territory planning involves a systematic approach:
Successful territory planning incorporates several critical elements:
Addressing common challenges in territory planning involves:
Data is indispensable in modern sales territory planning, providing insights that drive strategic decisions and operational improvements:
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