If you haven’t updated your territories in a while, chances are some sales people are working harder than others.

Why? Because times, regions and products change. Territories should stay up-to-date, too.

We recently hosted the experts at ZS Associates for a webinar detailing tips for best keeping your territories aligned.

The process, they said, requires a mix of home-office metrics and field-office instincts.

Some key factors to consider when updating your territories include:

• Travel time. You want your reps selling, not driving
• Sales cycle. Don’t move a prospective client from one rep to another if they are far along in the process with the first sales person
• Workload. How much attention do existing clients in the region require? What is the potential from new customers?
• Product sales: Look at current product sales and make sure you are matching them appropriately.

Want to know more about mixing metrics and know-how? Find out the must-have features for any territory design tool and more when you watch the webinar.

Get more from your sales team with balanced, fair territories.