This checklist guides the process of managing and optimizing sales territories to improve sales performance and customer coverage. It ensures that each territory is strategically assigned and monitored for maximum effectiveness.
Identify and outline the geographical regions or market segments that will be covered by the sales team.
Review customer demographics, purchasing behavior, and needs to allocate territories effectively.
Evaluate the strengths and weaknesses of the sales team to align them with the appropriate territories.
Distribute the defined sales territories to the sales representatives based on the analysis conducted.
Establish specific sales targets and performance metrics for each territory.
Regularly review sales performance data for each territory to identify trends and areas for improvement.
Make necessary adjustments to territories based on performance reviews and market changes.
Solicit feedback from sales representatives about their territories to identify challenges and opportunities.
Keep a record of any changes made to the territories and the reasons for those changes for future reference.
Conduct a comprehensive review of the territory management process annually to ensure ongoing effectiveness.