Archive | Sales Territory Design RSS feed for this section
What is a Sales Force Alignment?

What is a Sales Force Alignment?

Assigning sales reps to accounts is easy. In fact, a sales manager with four reps and 20 accounts in a given area could have more than 1-trillion possible assignment combinations to choose from. As earlier said, assigning reps to accounts is easy. But structuring them in the most efficient alignment possible is another thing altogether. […]

Balanced Accounts for Sales Territory Alignments

Balanced Accounts for Sales Territory Alignments

To create a balanced sales territory, you need to create an index to balance the workload equally among all the sales representatives. In the past, this process involved math—a lot of math. With the advancements in technology, however, you can simply use specialized software programs to customize the parameters of your sales reps’ workload balance. […]

The Importance of Territory Realignment

The Importance of Territory Realignment

Change is as much a part of the real world as it is of business. As time passes, minor changes in the business environment will build and accumulate. They’ll become important issues that can affect sales if they aren’t addressed regularly. For this reason, sales territories need to be re-evaluated and redesigned on a regular […]

Key Point to Consider When Re-Designing Your Sales Territories

Key Point to Consider When Re-Designing Your Sales Territories

If you’re thinking about re-design your sales force territories then here are some essential elements to include and some pitfalls to avoid: Key Point: Workload should be the main measure used to balance the territories.  Typically this will be the planned calls to the accounts. If a solid customer segmentation is in place this will […]

Last updated by .