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Territory Management
Territory management develops and implements a strategy for directing selling activities toward customers in a sales territory aimed at maintaining the lines of communications, improving sales coverage, and minimizing wasted time. It includes the allocation of sales calls to customers and the planning, routing, and scheduling of the calls.
Territory management develops and implements a strategy for directing selling activities toward customers in a sales territory aimed at maintaining the lines of communications, improving sales coverage, and minimizing wasted time. It includes the allocation of sales calls to customers and the planning, routing, and scheduling of the calls.
We know that territory management is a two-way street – a dual process of information and communication. First, territory management provides sales managers with accurate measurements of territory results, and the relative success of that territory’s sales teams. And second, territory management offers the sales team strategic information about the impact of promotional campaigns and a variety of other data and analyses.
Some of the Business Benefits provided by territory management include:
- Managers can gain an up-to-the minute view of their individual territory pipeline from the highest level to the most granular.
- Regional sales teams can keep lock-step with one another when collaborating on important deals.
- Your company will gain better insight into sales effectiveness and performance by territory
- Easy set up and assignment of territories
- Simplifying territory realignments after sales reorganizations
- Eliminating lag time in lead assignment
- Stretching your selling day and spending more time with your customers
- Planning effectively and avoiding losing sales to better organized competitors
- Selling more, earning more and accomplishing more
- Setting goals and priorities to maximize your selling effectiveness
- Increasing selling time by minimizing distractions and procrastination
- Maintaining contact with key prospects and accounts
- Making more productive use of travel time
- Improving your return on investment (ROI) and reducing turnover
Territory Management enables organizations to automatically route opportunities, accounts, contacts, and activities to exactly the right sales team members, based on a set of flexible and configurable business rules. Sales team members can include your employees as well as your channel partners' employees, for leverage of partnerships and corporate relationships across sales organizations. Assignment rules can be based on geography, industry, product interest or virtually any other criteria you choose.
Territory management features include:
- Multiple territories per account
- Rules-based descriptions of territories
- Allows bulk calculation of territories
- Automatically identifies accounts that have not been assigned territories
- Smart rebuild of unassigned accounts
- Configurable territory calculations on account entry or update
- Calculate by country, state/province, postal code and industry segment
- Manual territory overrides to support exclusive territory assignments
- Ability to recalculate selective territories
- Ability to use territories as for designating account ownership and sales teams
- Ability to assign sales agents and partners to one or more territories
- Territory breakdown reports
Territory Management allows you to manage your various sales territories by setting up a customized company position chart that maps your reps into territories. Regional managers can easily access critical pipeline information and monitor all the deals active within their territory. As the organization changes, territory management allows you to very quickly and easily transfer accounts from one rep to another, build cross-functional teams, share reports, dashboards and documents, and run reports segmented by the territories you define.
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