Sales territory management is the strategic allocation of geographic or account-based regions to a sales team. This approach ensures balanced workload distribution, maximised coverage, and improved customer satisfaction. By managing sales territories effectively, businesses optimise productivity while maintaining a positive customer experience. As Aaron Ross, author of Predictable Revenue, says, "Focus is your force multiplier." A well-organised sales territory plan provides that focus. The Purpose of Sales Territory Management Sales territory management goes beyond geography—it’s about aligning resources with opportunities. Key objectives include: Maximising Sales Force Productivity Streamlining territory assignments ensures that representatives focus on high-value prospects, driving better results....
