Sales Territory Management

Sales territories represent geographic regions or accounts that are assigned to sales reps. Strategically mapping sales territories aims to balance workloads and maximize revenue potential within each territory. Equalizing territory coverage enables fair quarterly quota allocation. Optimized alignment also reduces travel time between target prospects.

Sales leaders continually reevaluate territories as market conditions evolve to ensure proper focus and capacity. Adjustments may shift underperforming accounts or overflow deals to better match sales rep strengths. Realignments also keep territories relevant amid changing buyer landscapes.

With the right territory planning and optimization, companies can improve sales productivity, reduce overhead, and fuel growth. Utilizing data and analytics guides more strategic territory definition versus reactive assignment. Territory management should provide reps clarity on where to focus their efforts based on opportunity size, product fit, and capabilities.

Back to Glossary