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.