sales territory plan presentation

Sales territory plan presentation: A comprehensive guide

Learn how to create a sales territory plan presentation that will help you achieve your sales goals.

Raja Bothra

Building presentations

Hey there, folks!

Today, I'm going to walk you through the ins and outs of creating a top-notch sales territory plan presentation.

This guide is your ticket to understanding what a sales territory plan presentation is, why it's so crucial, and how to structure it for maximum impact.

So, buckle up as we dive into the world of sales territories, strategy, and presentation.

What is a sales territory plan presentation?

Let's start with the basics, shall we? A sales territory plan presentation is the visual representation of your strategic approach to sales territories. It's a roadmap that outlines how your sales team will navigate different territories to achieve their goals. This presentation serves as a guide to help your team understand where to focus their efforts and how to allocate resources effectively.

Now, you might be wondering, why is this even necessary?

Why are sales territories presentations important?

Well, my friends, a well-crafted sales territory plan presentation is like a treasure map for your sales team. It's a vital tool for a number of reasons:

• Optimizing efficiency : By dividing your market into territories, you ensure that your sales team is targeting the right areas and the right customers, which leads to higher efficiency.
• Targeted approach : It allows you to customize your sales strategy for different regions, taking into account geographical variations and unique customer profiles.
• Better sales performance : A thought-out plan helps in setting clear goals, improving sales performance, and, ultimately, achieving higher sales numbers.
• Strategic allocation : You can allocate resources, assign quotas, and assess the performance of your sales representatives more effectively.
• Adaptability : In a constantly changing market, a solid sales territory plan presentation allows your team to adapt to shifts in the industry and the competitive landscape.

How to structure a sales territory plan presentation

Now, the million-dollar question is, how do you structure your sales territory plan presentation effectively? It's not as complicated as it sounds, and I'm here to simplify it for you.

1. Introduction: Start your presentation by introducing the purpose and significance of the sales territory plan. Clearly state the objectives, such as increasing revenue, expanding the customer base, or penetrating new markets. This section should also briefly touch on the current state of the market and your company's position within it.

2. Territory overview: Provide an overview of the sales territories, including their geographic boundaries, demographics, and potential market size. Use visual aids like maps or charts to make this information more digestible. It's important to establish a clear understanding of where your sales team will be operating.

3. SWOT analysis: Conduct a SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis for each territory. Identify the strengths and weaknesses of your products, services, and the sales team within each territory. Discuss opportunities for growth and potential threats that may hinder sales efforts.

4. Goals and objectives: Clearly define the specific goals and objectives for each territory. Ensure that they are SMART (Specific, Measurable, Achievable, Relevant, Time-bound). Emphasize how achieving these goals will contribute to the overall success of the company.

5. Sales strategy: Present the sales strategy you'll employ in each territory. This should cover the sales channels , customer segments, and value propositions. Discuss how your team will differentiate themselves and add value to potential clients.

6. Sales team allocation: Describe how you're allocating your sales team resources across the territories. This may include the number of salespeople, their roles, and responsibilities. Make it clear how each team member contributes to the overall sales strategy.

7. Sales tactics: Dive into the specific sales tactics and activities that your team will execute to achieve their objectives. This could involve prospecting, cold calling, relationship building, lead nurturing, and closing techniques. Provide examples and best practices to guide the team.

8. Sales metrics and KPIs: Explain the key performance indicators (KPIs) that you'll use to measure success. This can include metrics like sales revenue, conversion rates, customer acquisition cost, and customer lifetime value. Highlight how frequently these metrics will be tracked and reviewed.

9. Sales technology and tools: Discuss any sales technology, software, or tools that will aid your sales team in their efforts. Whether it's a CRM system, analytics software, or communication tools, ensure your team is well-equipped.

10. Timeline and milestones: Lay out a timeline for the execution of the plan, including key milestones and deadlines. This provides a clear roadmap for your sales team to follow and helps in tracking progress.

11. Budget and resources: Present the budget allocation for each territory and the resources required to achieve the set objectives. This should include personnel, marketing, and operational costs.

12. Conclusion and call to action: Conclude the presentation by summarizing the key points and emphasizing the importance of the plan. Encourage your sales team to take ownership of their territories and execute the plan with enthusiasm and determination.

By following this structured approach, your sales territory plan presentation will be informative, engaging, and actionable. It ensures that your sales team is well-prepared to tackle their respective territories with a clear strategy and a unified sense of purpose.

Do’s and Don'ts on a Sales Territory Plan Presentation

We've covered the basics, but let's dig a bit deeper into some do's and don'ts when creating your sales territory plan presentation.

• Assign territories with care : When assigning territories, make sure it's a good fit for the individual sales rep.
• Set measurable goals : Make sure your goals are measurable and align with your overall business objectives.
• Regular cadence : Maintain a cadence for reviewing and updating your plan to keep it relevant.
• Embrace technology : Use CRM software to streamline your sales efforts.
• Overcomplicate : Don’t make your presentation overly complex. Keep it clear and focused.
• Ignore data : Don't neglect your sales data; it's your treasure trove of insights.
• Lack of flexibility : Don't stick to a plan if it's not working. Be ready to adapt.
• Lose sight of your target audience : Always remember who your target audience is and tailor your approach accordingly.

Summarizing key takeaways

• Sales territory plan presentation is essential for efficient sales strategies.
• It optimizes efficiency, targets the right areas, and enhances performance.
• Structure : Introduction, Territory Overview, SWOT, Goals, Strategy, Team, Tactics, Metrics, Tech, Timeline, Budget.
• Do's : Careful territory assignments, measurable goals, regular reviews, and technology.
• Don'ts : Avoid complexity, neglecting data, lack of flexibility, and forgetting the target audience.

1. What is a sales territory plan template, and how can it improve productivity for sales teams?

A sales territory plan template is a structured framework that guides the creation of a sales territory management plan. It helps organizations prioritize their sales goals and pipeline management, ensuring that the right sales opportunities are focused on. By using a plan template, you can create a sales plan that allows for consistent sales growth and helps you set goals for your team.

2. How can a successful sales territory plan presentation help address external factors and industry fit?

A successful effective sales territory plan presentation takes into account not only existing sales data but also external factors and industry fit. By explaining why specific market segments are chosen within the company, the plan allows organizations to adapt to constant changes in territory division. This helps the sales team's organization by positioning them to better handle opportunities and threats stemming from shifts in the market.

3. Can sales territory management best practices contribute to better sales productivity and profitability?

Yes, Sales Territory Management Best Practices can significantly enhance sales productivity and profitability. By efficiently managing sales territories and segmenting customers into three groups, you can help determine the target profiles and even distribution of resources. This optimizes the utilization of the sales team's skills and talents while reducing inefficiency and improving the organization's profitability.

4. How can a sales territory plan presentation leverage existing customers to grow the business and target new opportunities?

A well-crafted Sales Territory Plan presentation incorporates existing customer data, purchase history, and buying patterns. By using this information to identify potential revenue gain and to create a plan based on specific regions and market segments, you can effectively target both existing customers and new business opportunities. This not only helps grow your business but also ensures your team can help prioritize and manage the sales pipeline effectively.

5. What role do account managers play in managing sales territories, and how can a scorecard be used to track sales success?

Account Managers are crucial in managing sales territories. They help you target the right sales opportunities and ensure that customers are ready to buy. Additionally, using tools like a scorecard, you can track sales success and measure the performance of your sales team. This information can lead to additional research to learn about the team's performance and guide the team's actions, such as due dates and constant changes in territory division, to improve sales productivity and profitability.

Create your sales territory plan presentation with prezent

Prezent, the communication success platform, offers valuable assistance in crafting your case sales territory plan presentation. By combining a range of features, it streamlines the process and ensures your presentation is both effective and on-brand.

• Personalized fingerprints : Prezent's AI tool allows you to create personalized presentations tailored to the preferences of your audience. This level of personalization is essential in making your sales territory plan more engaging and convincing.
• Brand-approved design : With over 35,000 slides in your company's brand-approved design, you can maintain a consistent and professional appearance throughout your presentation. This feature helps in building trust and credibility with your audience.
• Structured storytelling : Prezent helps you master structured storytelling, a crucial element in conveying your sales territory plan effectively. It offers 50+ storylines commonly used by business leaders, enabling you to present your case coherently.
• Real-time sharing and collaboration : Collaboration is made seamless with Prezent. You can collaborate with colleagues within and outside your company in real-time, ensuring that your sales territory plan is well-rounded and takes into account different perspectives.
• Cost efficiency : Prezent helps you reduce communication costs significantly. It allows you to replace expensive agencies with its software and services, saving resources while delivering a top-notch presentation.

Incorporating Prezent into your sales territory planning process ensures that your presentation is not only persuasive but also time-efficient, on-brand, and personalized for your target audience.

Get ready to supercharge your sales territory plan presentations. Try our free trial or book a demo today with Prezent!

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• January 10, 2023

7 Steps To Build A Profitable Sales Territory Plan (Examples + Template)

• Sales Productivity , Sales Prospecting

WANT TO IMPROVE YOUR TEAM'S PERFORMANCE?

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Sales organizations are more challenged than ever with a connected world, complex offerings, and what seems like an endless world of prospects. Without a strong sales territory plan, sales teams may feel all over the place, and as a result may not be producing the best results for your customers or your organization.

If you’re looking to maximize sales productivity and the value that your sales team brings to customers, it may be time to review and enhance your sales territory plan .

Good sales territory planning provides a framework to measure sales potential, set goals, and focus your team’s sales efforts for maximum success. It provides your sales team the guidance to properly identify and understand customers and prospects, assess and measure value, and support customers in a way that leads to loyalty.

Table of Contents

What is Sales Territory Planning   Benefits of Sales Territory Planning Factors to Consider When Planning Sales Territories 7 Steps to Writing a Successful Sales Territory Plan 5 Sales Territory Management Best Practices to Follow Essential Tools to Plan Your Sales Territories 5 Ways to Validate a Sales Territory Business Plan

What is Sales Territory Planning?

Territory planning is a plan to ensure your sales team is targeting the right (and most profitable) customers.

Historically, most territories were broken down by geography, but in today’s connected world, sales territories can also be divided in many ways including:

• Sales potential
• Customer type

With a clearly defined territory, sales teams can work strategically to address the needs of their assigned market. A strong sales territory plan allows you to:

• Ensure your sales team’s efforts are focused on the who , what , when , where and why that offer the strongest return on investment.
• Align salespeople to the regions, segments, and/or verticals best suited for their background and expertise.
• Partner intelligently across company teams to drive corporate objectives 
• Optimize customer experience by aligning accounts with sales teams that understand their unique challenges and opportunities.
• Set the stage for strong long-term customer and market relationships.

Benefits of Sales Territory Planning

If you’re doubting the value of a strong sales territory plan, consider these inarguable benefits:

More time spent selling

A strong territory plan allows organizations to maximize their sales momentum by aligning the right sales teams to the right opportunities. Studies by industry analysts consistently show a decline in sales productivity due to factors such as extensive traveling, the need to learn and understand new segments, and administrative overhead.

With a clear sales territory plan based on geography and sector, salespeople can spend less time traveling and preparing for customer engagements, and more time working directly with customers.

Better customer service

By aligning your salespeople to a set of accounts that aligns to their background, expertise, and geography, they are better able to understand customer needs and build solutions that align. With consistent territories, salespeople can build long-term relationships, leading to higher customer loyalty and repeat business.

Balanced workloads

Workload is measured in time and effort required to adequately manage all accounts in a given territory. A strong territory plan compares workloads and designs territories so that each salesperson is at full capacity, maximizing their potential.

To maximize rep production, you need to do some due diligence when it comes to assigning balanced territories.

Factors to Consider When Planning Sales Territories

When segmenting territories among your reps, you want to make sure they’re allocated fairly. To ensure this, ask yourself the following questions:

• Is the workload equally divvied up between each member of the team?
• Does the territory design provide equal compensation opportunities?
• Is there a good mix of existing and new accounts per territory?
• Does the territory route allow easy travel time management?

Once you’re able to answer the questions above, it’s time to consider:

1 | Revenue Source

Current Customers. Where are your best customers and prospects located? Geographic and industry-based clusters are the most common focus because it’s easier to get new customers in an area with existing customers. Historical sales data will become your new best friend as it’s the best predictor of future success.

A sales tracking software will give you a complete history of this data.

Inbound Leads. When inbound leads convert, focus on the demographics such as geography, industry and size. Then, build a strategy to divide them as evenly as possible across your sales force.

The focus needs to be on revenue generated from inbound leads as opposed to volume of leads.

Outbound Prospecting. Sales territory design for outbound efforts begins by first laying out the territories to work, then overlaying them with prospecting territories according to how you’re allocating salespeople.

For example, you assign two sales reps to each state (two territories) and one canvasser (one prospecting territory).

2 | Rank Your Team

Create a scorecard and evaluate your sales reps to identify who your top, middle, and low level performers are.

• How much is their quota ?
• Do they consistently achieve this number?
• How many current customers and prospects are in their funnel?
• How many viable prospects are located within their territory?

3 | Rank Your Territories

Most Profitable (Least Risky). Evaluate which of your territories are most successful and double down on what’s already working.

Most Growth. If you’re more focused on the long-term instead of the short-term, focus on territories that haven’t been worked yet. It’s likely to take longer to become profitable, but will generate greater growth over time.

Learning / New Markets. To establish yourself in a new market segment or determine if it’s viable, send a canvasser into this territory to accomplish a specific task. This will help determine exactly what’s needed to succeed in that market.

4 | Track and Measure Metrics

Sales metrics are invaluable in understanding the success of every sales team within the company, and entire sales department as a whole. They help you to spot trends and determine efficiencies, and inefficiencies, within the company.

With sales enablement platforms like SPOTIO, you can easily pull results for:

• Team performance in relation to your sales funnel
• Data from custom statuses and fields based on KPIs
• Graphs representing team performance, best time and day to knock, etc.
• The number of attempts it takes to establish contacts, get leads and make sales
• This data gives you the information you need in order to assign balanced workloads across your sales team.

Actionable Data and Insight

With the help of territory management technology, sales territory data helps you accurately evaluate sales performance. This information helps you design effective sales compensation plans and ensure your sales teams are performing at their maximum potential.

Clarify ownership in complex organizations

In organizations with large and complex sales teams, roles and responsibilities are often tangled. With effective sales territory planning, territories are made clear from the get-go, ensuring that salespeople are clear about their target audience and not creating confusion for the team or the customer.

Resilience to change and turnover

Organizational changes such as personnel loss, mergers, acquisitions, alliances, and relocations inevitably effect customers and internal teams. With a strong territory management plan, change is easier to manage.

A well-documented sales territory plan allows new team members to ramp up quickly and avoid confusion regarding roles and responsibilities.

Team cohesion and morale

Strong territory planning optimizes the role of the team. By assigning complimentary teams to each territory, you create and environment which allows team members to benefit from each other’s strengths, share workload, and also avoid conflict that arises from unclear territories and boundaries.

7 Step Plan to Write a Successful Sales Territory Business Plan

The next logical question is, where do you start? In this section, we’ll provide an overview of each planning step, along with key questions and suggestions. Depending on your offering, industry, company size, or various other factors, you may use some or all these steps when building your territory plan.

1. Analyze your business goals and objectives

The first step to drafting a solid sales territory plan is bringing clarity to your company’s landscape, defining organizational goals, and evaluating industry trends. This is a basic step to ground you and your team on what you’re trying to accomplish with your sales territory plan.

As you go through the subsequent process, you should continually refer back to this data to maintain a pulse on whether your plan accomplishes what you’ve set out to do.

To get the juices flowing, start by answering these key questions:

• What is your organization’s most current vision, mission, and north star objective ?
• What are the key trends in your industry or market?
• What pain do your offerings solve for customers?
• What are your sales goals , in numbers?
• What is your conversion rate? Based on this how many prospects should you have in your funnel at any given time to ensure that you’re meeting your sales goals?
• Are there specific products/services that you are selling more than others? Why?

2. Analyze your prospects and customers

The next step is looking deep into your customer base. In addition to understanding their businesses, challenges, and unique traits, it’s important to identify what makes them unique and what sets them apart from each other.

Key questions to ask yourself include:

• Who are your most profitable and lucrative prospects and customers defined by industry, region, product, etc.?
• What do these customers have in common?
• Which of your prospects or customers offers the most profound growth opportunities for your company?
• What are your customers buying today and what does this tell you about their challenges and opportunities?
• Are their industries you serve with success? Are their industries that you’ve had less success with?
• When customers and prospects object, what is the biggest reason why?

3. Determine your Total Addressable Market

Your Total Addressable Market (TAM) is the entire body of prospects and customers that fit your ideal customer profile. Traditionally, organizations use data including industry, location, size, and revenue to begin mapping their TAM.

While this is still important, technology and tooling makes it easier than ever to identify prospects within your TAM that may not be so obvious.

Using traditional and modern sources, even tools like social media, look for company and industry look-a-likes that may be a suitable candidate for your offering.

Once an ideal customer profile is solidified, the next step is to figure out how large the market opportunity is that fits the description. You may use a matrix to include a range of large and small markets which present large or small opportunities.

While estimating the size of your market used to be a struggle of guesswork and complicated calculations, there are now tools available to businesses to automate the TAM discovery process.

4. Perform a SWOT Analysis

A simple way to evaluate your position in the market is to perform a SWOT (Strengths/Weaknesses/Opportunities/Threats) analysis. Since we all have blind spots, a SWOT analysis is best performed with the help of a broader team, including other company leadership, as well as members or your sales management and sales rep teams.

• What Strengths will you build upon?
• Which Weaknesses do you need to mitigate?
• Which Opportunities in your marketplace are you suited to take advantage of?

In doing this analysis, you will start to see patterns that indicate areas of your business that require more or less attention for various reasons.

For example , a strength that’s also a large opportunity may need a dedicated territory. On the other hand, an area that aligns to a serious competitive threat may require special attention to protect your company’s place in the industry.

The SWOT characteristics you identify will not always be related to revenue or geography. They may be related to more obscure things like training needs of your sales team, gaps in systems and tools, or even gaps in your products themselves.

Doing this analysis will help you be aware of other ways to think about your business and territories.

5. Determine and Document Sales Territories

Based on the work you perform in the sections above, you should have an idea of how to divide your sales territories. It’s important to document these clearly, outlining details of each territory including things like:

• Geographic Boundaries
• Industry or Segment Boundaries (including any overlap and how that is addressed)
• Revenue Boundaries
• Product Boundaries
• Anything else that may be applicable to your sales organization

6. Devise an Action Plan

Similar to the SWOT analysis, devising an action plan is a group exercise that should include various stakeholders in the company, specifically the leaders of each of your identified territories. Just as well, the action plan should be built to be nimble.

In a world where market opportunities change every day, the sales territory plan should be built to follow, ensuring that your action plan keeps up with changing opportunities and threats.

Gone are the days of an annual territory and action planning session. It’s important that change management is built into the framework to ensure your teams are not caught off guard with changes.

Within each category, you should answer the following questions:

• What is the territory’s quota?
• What is the territory’s quota stretch goal?
• What is the territory’s closed business YTD?
• What is the territory’s gap?
• How much pipeline do I have today?
• What is the territory’s pipeline gap?
• What are my goals for the year?

In addition to the overall territory, you will need to spend time looking at top accounts and where they fit in your territory plan. List top accounts and explain why they are chosen (relationships, industry fit, target profile).  For each, in one sentence, be clear and focused on the outreach strategy.

Next, create an opportunity map and make sure opportunity plans are thorough. What’s the compelling event? Why now? What’s the strategy to engage with a champion and economic buyer? What’s the mutual success plan?

Finally, close out with strategies to build your sales funnel.

In addition to being responsive to external factors, action plans should be reviewed on a quarterly basis to ensure your plan isn’t going stale unintentionally.

7. Track Performance and Stay Adaptable

Once you’ve devised and implemented your territory plan, it’s important to regularly measure success in each territory and adapt as needed.

Metric reviews should happen on a regular, defined cadence such as monthly or quarterly, and should be automated using sales performance tools to avoid making this a manual, costly, and easily avoided overhead.

Measures you put in place will vary based on your unique company situation, but some important measures include:

Gross Sales

The most obvious measurement of sales success, gross sales is the sum of all sales that a territory carries out during a defined time frame. Gross sales is a useful metric because it shows the ability of sales professionals to make sales, regardless of what the profit margin is on those sales.

Gross Profit

This is the difference between the selling price for a product and the price the business paid to develop the solution. This measurement is important for businesses that want to encourage their sales forces to focus on high profit margins rather than just sales.

Total Unit Sales

The aggregated number of product units sold within a particular territory, regardless of price, profit or commission. This method of measurement is useful when a company mainly sells a single type of product.

Conversion rate

Conversion rate is the percentage of leads or appointments that result in a sale of some kind. Sales forces with a high sales turnover number are operating at a high level of performance.

Total Commissions

This is the amount of money the sales representatives for the territory in question take home as personal income. Although this measurement does not directly correlate to the competitiveness or degree of success of the business itself, it is effective to use as a means of motivating members of the sales force to achieve higher numbers.

Return Customers

A sign of true development and sustainable growth in a sales territory is the tendency of buyers in that territory to come back and buy again.

For this reason, one important measurement to make is the amount of revenue or profit coming from clients who have bought before. This amount may be expressed as a gross number or as a percentage of gross sales, gross profits or commissions.

With each review, it’s pertinent to ask your leadership whether the data being measures indicates the need for an adjustment to your territory plans. If you’re proactively monitoring and adjusting, you will maintain a plan that keeps you relevant with your customers and industry.

5 Sales Territory Management Best Practices to Follow

Managing a sales territory is a skill that needs constant development. Moreover, you should adjust and adapt to changes in your area. With summer underway, you have half a year left to grow your business. Propeller suggests four sales territory management best practices for you to implement this week.

1. Using a call rotation schedule to keep in touch with accounts

During the strategy phase, you and your team determined how often to call on each account based on their needs.  Also, note whether it is a phone call or an in-person meeting. Put these in a CRM or a calendar to keep your schedule on track.

2. Note the seasonal account trends

Another essential part of managing sales territories you addressed when building strategy was to determine which accounts were the seasonal business. It’s an excellent idea to check in before the season arrives and reconnect, so you are in touch when the account is ready to buy.

3. Keep the focus on the long-term, account-based goals.

New business is fantastic; however, it should not distract from the goals set for the targeted account-based marketing goals you set. Teaching the team to balance new business development with account management is a vital skill for any salesperson.

4. Explore new ways to divide the leads.

Many sales territory plans are set up by geography, and the leads from that area go to that sales territory rep. However, not every sales territory plan needs to be geographical; the location of the lead is not always the best way to go.

In cases where your sales reps do not have in-person meetings, you can try dividing new leads based on account type (i.e., verticals) or the referral source. Some people divide leads based on the product in which the lead is interested or by the size of the account.

5. Look for cross-selling opportunities.

Analyze the products that an account buys and look for natural partner-products or services, i.e., the “Would you like fries with that?” strategy. Many times, customers might not realize that you offer the full suite of products and services and can make their lives easier by ordering from one supplier.

Essential Tools to Plan Your Sales Territories

Like any job, when you are planning sales territories, you need to have the right tools. The right tools will help you plan, build, and execute a sales territory plan. There is a multitude of options available.  Here are three essentials you need to set yourself up for success, improve productivity and close the best deals.

CRM: Customer Relationship Management (CRM) is a how your company keeps track of its customer information and history. Many CRM applications also offer data analysis to help companies with customer retention and account growth. CRM compile data from several sources, including live chat, social media, and email correspondence, among others.

CRM is a significant source for successful sales territory planning.

Spreadsheet: Spreadsheets are data organizers in a tab form that takes data entered in cells and leverages that into different calculations and values, including simple math as well as complex financial and statistical figures. When you have data from various sources, such as a CRM and online sources as an example, you can assemble all the data available in a spreadsheet for quick access and comprehensive analysis.

GPS: Geo Productivity Software (GPS) are software applications that combine standard geolocation and route optimization functions with CRM data to help salespeople address their most relevant and profitable account first. Moreover, the features help salespeople optimize their selling time with customers instead of traveling to and from customers.

Some of the more sophisticated systems incorporate traffic and weather in the optimization of the scheduling.

5 Ways to Validate a Sales Territory Business Plan

Measuring your progress toward your goal is a crucial part of managing sales. By looking at specific parts of your process, you can determine what is working on your behalf and, perhaps more importantly, what is not.

Here are five questions you should ask to validate a sales territory business plan courtesy of Steve Andersen, President and founder of Performance Methods Incorporated (PMI).

1. Is your growth of strategic customer relationships on target?

It is critical that the customers you focus on provide new sales opportunities and growth, so ensure you picked the correct ones.

2. Are you adding to and advancing the opportunities in your pipeline?

Systems build excellent account management, and every salesperson should have a system for developing and moving accounts through their pipeline.

3. What is your close rate on targeted opportunities?

Close rates are the number of sales you get divided by the presentations you made. For example, if you close three deals for every eight presentations you make, your closing rate (or closing ratio) is 38%. The higher your close rate on targeted opportunities, then the more valid your sales territory business plan is.

4. How accurate is the sales forecast?

The ability to correctly predict the sales your territory will produce is a vital skill for managing a sales territory.

5. Do you have the right resources deployed to help your team?

Managing resources is significant in the overall strategy of a sales team. The right resources along with the right motivating activity can be the key to success in a sales territory business plan. Ensure you have both deployed appropriately.

Sales territories tells salespeople where they can do business. Proper sales territory planning by you and your team can help them take care of business. Work with your team in a collaborative way to help them target the right accounts that give them best results and you have built a foundation for success that benefits the salesperson’s, the company’s and your bottom-line.

And who doesn’t want that?

Questions or comments? Contact  SPOTIO  at  [email protected]  or comment below.

SPOTIO is the  #1 field sales acceleration and performance management software that will increase revenue , maximize profitability , and boost sales  productivity.

Want to see a product demonstration?  Click here  to see how SPOTIO can take your sales game to the next level.

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