3 Keys to Successful Sales Territories

Effective sales territories should protect and increase revenue, limit missed target customer opportunities, and improve overall sales force productivity.

To make sure that your sales territories are set up to succeed:

  1. Minimize Change. While business and marketplace shifts often necessitate change, your clients appreciate consistency in approach and people. Additionally, longer tenured territory sales reps typically outperform their peers as they have been able to cultivate longer term relationships.

  2. Know your Ideal Target Client. When it comes to sales, focus and differentiation are your friends. Know your market and clearly articulate your ideal target client in terms of industry, size, geography, buyer, culture, and problem. This allows you to wisely prioritize your sales efforts.

  3. Have Clear and Agreed Upon Borders. Once you know your ideal client, you can map territories with your sales team in a way that makes sense. Most sales managers look at some combination of geography (by state, city, or even streets) based upon clusters of potential prospects. Some also include industry, size, buying power, and importance in order to determine the best configuration.
Regardless of approach, specifically designating prospects by name allows you to increase accountability and transparency while better prioritizing prospects (levels A, B, and C) within each territory.