For wholesalers, distributors, and manufacturers with larger sales teams, territory management is key to making sure that sales reps are putting their time and energy where it will have the most impact, maximizing every in-person appointment and minimizing windshield time for low-return accounts.
The process involves effectively segmenting customers and prospects so that sales managers and reps can track sales, do better account planning, and improve sales prospecting strategies. Many sales teams, however, neglect to do this kind of planning or have trouble tracking sales performance to revise and re-optimize their plans as time goes on. As a result, they miss out on opportunities to increase both sales and efficiency.
