Sales territory management is more important than many may realize. It can boost your sales team’s morale, increase sales, provide a larger customer base and inspire team unity. Here is why you need a sales territory plan:
It helps you target specific industries, regions, opportunities, and customers
Instead of targeting customers geographically, you can now segment opportunities by industry, opportunity, role, business size, business type, and other criteria. This allows you to focus on meeting specific customer needs and target prospects that are most likely to buy, rather than simply playing a numbers game by trying to cover the most ground.
It aligns your sales team with your prospects
Every salesperson on your team will have a different set of strengths based on their experience. For example, some reps may have lots of experience selling to a specific demographic, whereas others are experts in certain industries or types of products. Being able to align their efforts with a customer’s industry or specific needs means they’re going to close more deals than taking the spray-and-pray approach.
It avoids complex data-sharing structures
Organizations with complex sales structures can use territories to easily share records with users in different teams. It’s also convenient to group records based on the account’s characteristics rather than the individual ownership of the records.
It empowers you to set realistic goals, track progress, and optimize your strategy
Setting goals are a must in sales. Having a way to track those goals helps you see what’s working, what isn’t, and why—and it’s essential to your success. With the ability to track your progress, you can replicate successes and easily make adjustments to areas that need work.
It provides a focused work environment
Distribution of customer accounts by using territories help in creating focused work environments that ensures better sales force engagement and efficiency.
It lets you spend more time selling
Having a plan in place and a path forward means you and your team can focus on actually selling to the customers that are the most likely to buy. You understand their challenges, and you know how to help them reach their goals. And that means more deals closed.