Territory management involves strategically segmenting regional markets, accounts, industries or other sales targets into groupings and then assigning them to salespeople or channel partners in order to maximize results.
The overarching goal is to delineate territories with equitable revenue potential and workload while reducing travel requirements. As markets shift over time, boundaries and alignments must be reevaluated to ensure continued relevance. Analytics-based territory planning enables more strategic optimization.
Effective territory definition and realignment provides salespeople helpful clarity on where to focus their efforts. It also informs marketing, recruiting, and partnerships. Optimized territories and alignments increase sales productivity, reduce overhead costs, and fuel scalable growth.