How do know if you have the right territory structure to gain market share where you have the best opportunities?

How you assign territories determines how well your sales team will grow revenue with existing customers and penetrate new market share. In a well-designed territory, there is an optimal match between the capacity of the salesperson (or team) and the workload required to cover the customers and opportunities in that territory.  It is a key element of their effectiveness.    

A misaligned territory can:

• Foster complacency
• Cause salespeople to focus on low value customers, products or services, or selling activities.
• Cause turnover when a territory doesn’t provide enough opportunity
• Cause missed opportunities when a team is undersized for a territory
• Cause customers to leave when they are underserved
• Create an unfair distribution of opportunity across the team

It’s common for the symptoms from a bad territory design to be mis-diagnosed as other performance drivers, when they could be easily changed with a territory alignment.

What we will cover:

• When a territory realignment should be considered
• Selecting the right alignment criteria
• How to define and structure territories to optimize penetration and coverage
• The common threads that can define the territories
• Using a structured alignment process
• Using data and software
• How to manage any potential disruption from an alignment

Be sure you give your salespeople what they need to stay motivated and provide optimal performance while making sure your customers and new sales opportunities are covered adequately.