Sales territory management
Σύντομη απάντηση
Splitting the market across reps by clear criteria so every account has exactly one owner.
Βασικά συμπεράσματα
- Geography - for field sales with routes
- Segment or industry - when the pitch differs
- Product category - when expertise is required
Without defined territories you get accounts approached twice with different prices, and accounts nobody calls.
Split criteria
- Geography - for field sales with routes
- Segment or industry - when the pitch differs
- Product category - when expertise is required
What the system must reflect
- One owner per account with transferable history
- Exception rules for national accounts
- Periodic rebalancing that preserves history
Πραγματικό παράδειγμα
Rebalancing 12 territories reallocated 140 accounts dormant for six months; half reactivated the next quarter at zero acquisition cost.
Ενημέρωση:
Συχνές ερωτήσεις
How often should you rebalance?+
Usually yearly or on major team changes.
What happens to history?+
It stays on the customer record, so the new rep inherits context.
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Σχετικοί όροι
Sales quota / target
The commercial objective assigned to a rep, team or territory for a period, with its commission rule.
ΠωλήσειςRoutes and visit frequency
Planning visits by potential and geography so each customer is visited at the right interval with minimum time lost in traffic.
ΠωλήσειςSales Force Automation in CRM
Automating field sales work: route planning, visit logging, order taking and reporting generated from daily activity.