Saturday, November 26, 2011

The Essentials of Sales Territory Planning and Sales Territory Design

By Amanda Craggs

Sales territory planning isn't an easy job. But , it's an vital aspect in creating effective methods for your business. It needs thorough analysis of the sales potential of your business and the requirements it needs to have to complete your goals. In sales territory planning, alloting a sales rep to territory with high sales volume is vital. But , it should only need nominal resources to cover the entire territory. This is what a good sales territory map is all about.

It's very important to strike a balance between sales coverage and value of sales. It is helpful to visualise this by making a sales territory map. The map will provide some assistance in making you understand what areas have promising sales potential and the best ways to go to them with lowest spending. Mapping this in software with colour coding feature will help you differentiate one territory from another. It will prevent you from overlooking the map and missing a possible sales opportunity.

You can start mapping the territory by grouping the ZIP codes. This is regarded as the best practice in sales territory mapping because ZIP codes contain handy information regarding your potential customers. Others opt to group their area by industries or sales density but that may be boring to try. So , it is endorsed to stay with ZIP codes.

Sales territory mapping communicates info helpful to your business that you might not have spotted otherwise. You can see territories with similar potential sales volumes but might entail different costs of sales. This will be your basis to choose focusing more on the territory with cheaper price if your business is a bit tight on the budget. Then, you can consider splitting the other territory to make it more manageable for sales reps and may reduce the cost of sales.

Sales territory planning enables you to determine the talents needed by your sales representatives to cover the entire territory. This is the time when you can assess the talents of your sales representatives and match them in an appropriate way. In this process, you could need to reassign your sales representatives to improve sales results.

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