Territory Planning
Territory planning is a process that organizes and allocates sales resources across different geographic territories or market segments to maximize efficiency, coverage, and sales performance. It’s a must-do for all sales teams, whether they consist of two people or two dozen.
Territory planning can help to:
- Improve productivity by narrowing down rep focus areas for better account planning
- Improve lead management flow
- Streamline cross-functional alignment across different revenue teams
- Manage territory and account reassignments as sales teams scale
- Optimize hiring and focus resources on the right areas
The goal of territory planning isn’t just to assign sales reps to different regions but to also align sales efforts with market opportunities. As such, this involves setting clear objectives for each territory, such as revenue targets, customer acquisition goals, or market penetration rates.
