This checklist is designed to help sales teams effectively manage their sales territories to maximize efficiency and revenue. It guides through the steps necessary to define, analyze, and optimize sales territories.
Identify and establish clear geographical or demographical boundaries for the sales territory.
Review existing customer data to understand demographics, buying patterns, and sales history in the defined territories.
Assess the sales potential of each territory based on market size, competition, and customer needs.
Determine the allocation of sales resources, including personnel and budget, to each territory based on the analysis.
Establish clear, measurable performance goals for each territory to track sales progress and success.
Create specific action plans for each territory that outline sales strategies, tactics, and activities.
Continuously monitor sales performance and be prepared to adjust territories as needed based on market changes.
Schedule regular meetings with the sales team to review territory performance and make necessary adjustments.