Sales Territory Management Checklist ( SALESANDMARKETING )

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.

• Define Territory Criteria

  Establish criteria for dividing territories based on factors such as geography, customer demographics, or market potential.

• Analyze Current Sales Data

  Review existing sales data to identify trends, customer locations, and performance metrics that will influence territory assignments.

• Segment Market

  Group customers and prospects into segments that align with the established territory criteria for targeted sales efforts.

• Allocate Territories to Sales Team

  Assign defined territories to individual sales representatives based on their experience, strengths, and existing relationships.

• Set Sales Goals by Territory

  Establish specific sales targets and performance goals for each territory to ensure accountability and focus.

• Provide Training and Resources

  Equip sales representatives with the necessary training and resources to effectively engage and convert prospects within their assigned territories.

• Monitor and Review Performance

  Regularly track sales performance in each territory against set goals, and make adjustments as necessary based on performance data.

• Gather Feedback from Sales Team

  Collect feedback from sales representatives on the effectiveness of territory assignments and any challenges faced in the field.

• Adjust Territories as Needed

  Reevaluate and adjust territories periodically based on changes in market dynamics, sales performance, and team feedback.