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Decision Guide for Territory Management

Reasons to Use Territory Management

Do you need to avoid uneven distribution of the customer accounts to enhance focused
sales and team responsibilities?

Big & Small Deals Small Deals
(distributed to a segment of sales force)

Big Deals
(distributed to another segment of sales force)

Sales force

Your sales reps may either have too much work or too little work. This could potentially lead to
wasted resources and lost revenue. The workload needs to be properly distributed to give your
existing customers and prospects the attention that they need.

Say your customer account segmentation range from small businesses to large corporations and
the opportunities are handled by the sales people based on the deal size. In such a structure, use
territories to divide your sales team and assign prospects by business size to gain flexibility over

data visibility and sharing.

One group of sales reps can handle deals with maximum 50 licenses, another group can be
assigned to deal with 50 plus licenses. In case of dynamic sales teams, having territories also
facilitates easy movement of sales reps, as they may need to switch between territories.

Does your organization’s business and data sharing model depend more on account’s
characteristics (geographical divisions, customer account’s size, multiple products
lines, industry, etc.) and less on the individual ownership?

Using territorial hierarchy is a big advantage as territories provide more flexibility over data visibility
and sharing.

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