The
goal of creating a structure by which sales accounts are assigned to individual
sales team members should be to:
- Increase sales,
- Reduce travel time and expenses
- Improve sales force motivation and
morale
But the process of
assigning territories equitably can be incredibly difficult and complex. Do you
partition customers by geography, by revenue, by product, by potential? There
are multiple possible scenarios that can make sense for your unique sales
strategy and culture.
Sales territory management training professionals recommend you assemble as much data as you
can to describe historical sales and then choose a quality sales territory
alignment software program than can help. The software should be able to
analyze and organize your data in a way that is customized to your exact situation,
produce models for you as sales manager to consider, and then be flexible
enough to adapt to strategy, marketing, sales and customer changes as needed.
Your objective of
maximizing sales potential, reducing costs and maintaining high performance should
no longer be avoided as too difficult. Plug the data into an appropriate,
easy-to-use program and enjoy the results.
