Sales territory management is the practice of dividing a market or geographical region into specific sales territories or areas, each assigned to a sales representative or team. The primary goal of sales territory management is to optimize sales operations, enhance customer service, and maximize revenue by strategically allocating resources and focusing sales efforts where they are most likely to yield results.
Effective sales territory management ensures that sales resources are deployed efficiently, enabling sales reps to focus on high-potential customers and prospects. It also promotes better customer service and relationship-building, as sales reps become more familiar with the specific needs and preferences of their territory’s customers. Ultimately, well-executed sales territory management contributes to increased sales, customer satisfaction, and revenue growth.