If you are undertaking a sales territory management initiative, ensure that you drive toward, expect, and measure these three tangible benefits:
- Increased sales: Done right, aligned and managed sales territories should improve customer coverage, build deeper relationships, and add revenue. It should also allow your sales team to beat your competition to the next (known or unknown) sale.
- Decrease cost of sales: Aligned and properly managed territories should decrease travel time and associated travel expenses thereby increasing margins and decreasing hours worked per client.
- Improve sales force satisfaction: Fair and performance-based sales territory compensation systems combined with balanced workloads and earning potential directly improve sales force engagement, satisfaction and retention.
Together, they will let you know the difference between success and failure.
