Even experts in sales territory management training agree…sales territories can be painful to define and to run. But they also agree that having no defined territories is worse.
Here is a synopsis of first what is wrong and then what is right with sales territories.
What is wrong: Sales territories can be…
- Difficult to set limits for.
- Never exactly fair.
- The cause of dissension in the sales ranks.
- An excuse for poor performance.
- Confusing enough to require unnecessary sales leader time to sort out.
- A source of awkward client hand-offs.
What is right: Sales territories…
- Provide focus for sales efforts, investments and plans.
- Give salespeople a sense of ownership, empowerment and accountability.
- Encourage specialization and development of expertise by geography, industry, market segment or company size.
- Allow salespeople to prioritize their efforts and increase productivity.
- Reduce conflict among team members and promote collaboration.
- Increase referrals from one salesperson to another.
Learn more at: http://www.lsaglobal.com/sales-territory-planning-and-management-training/