This checklist is designed to ensure that sales territories are effectively managed to optimize sales performance and coverage. It outlines the steps necessary to define, allocate, and review sales territories for maximum productivity.
Establish criteria for dividing territories based on factors such as geography, customer demographics, or market potential.
Review existing sales data to identify trends, customer locations, and performance metrics that will influence territory assignments.
Group customers and prospects into segments that align with the established territory criteria for targeted sales efforts.
Assign defined territories to individual sales representatives based on their experience, strengths, and existing relationships.
Establish specific sales targets and performance goals for each territory to ensure accountability and focus.
Equip sales representatives with the necessary training and resources to effectively engage and convert prospects within their assigned territories.
Regularly track sales performance in each territory against set goals, and make adjustments as necessary based on performance data.
Collect feedback from sales representatives on the effectiveness of territory assignments and any challenges faced in the field.
Reevaluate and adjust territories periodically based on changes in market dynamics, sales performance, and team feedback.