Top Things to Consider When Designing Sales Territory

Every business owner strives to design efficient and successful sales territories.  Consider these tips from GbBIS when you are designing your sales territories. 

 

Territory Potential

The ultimate goal is to design territories that present equal sales opportunities for your sales reps.  To do this, you need to understand your territories.  Not just the sales numbers; know who is selling what to whom.  Understand the total potential market that exists within your territories.

Sales Team Intelligence

When designing territories, too many companies ignore the input of their sales reps.  Sales reps’ knowledge can be a vital key in developing successful territories.  Use their knowledge of their sales areas, their customer relationships, and their intuition to guide your sales territory design.

Travel Time

Travel is an important part of many territory designs.  You should evaluate how much time your sales reps spend on the road and weigh that against potential gains.  Could longer time on the road mean more sales potential?  Would reduced travel time mean a reduction in sales?  Consider how you manage your traveling sales reps and what adjustments can be made in travel time.

There are many things to consider when designing sales territories.  If you are looking to begin your territory design process, contact GbBIS.  We offer a comprehensive collection of tools for sales territory management.  We provide sales territory maps, custom web applications, and demographic reports to facilitate the design and management of your sales territories.

 

Contact GbBIS today.  We can help you design and manage successful sales territories. 

Click Here Or Call Us at 1-877-447-6277

 

Image 1,4 via gbbis.com, Image 2 via bookmarkmedia.co.uk, Image 3 via graphics8.nytimes.com

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