What is Sales Territory Design?
Sales Territory Design is defined as the process of analyzing, creating and assigning geographic areas to sales reps. Normally the geographic areas are created by grouping together zip codes (or postcodes) to form the territories.
Ideally all the territories should have approximately the same workload and sales potential. An alignment index is often used as the metric to balance. The process is tedious without a sales territory design solution – fortunately there are good solutions available.
A typical sales territory design process will have the following steps:
- Process Design & Data Collection
- Data Validation & Alignment Criteria
- Create Preliminary Alignment
- Fine-Tuning Session with FLMs
- Rollout & Deployment