How to manage a sales territory on an ongoing basis
Once your new sales territory is up and running, and as you add more sales territories over time, you need a sales territory management plan. This plan will make each sales territory a consistent sales engine for your company.
Review sales and account data regularly
Measure the impact your sales team has made in the new sales territory. Analyze sales results and account data including:
- Total revenue
- Number of new customers
- Number of repeat customers
- Number of referrals
- Average conversion rates
- Average transaction value
- Account value
This will allow you to compare your results against the goals you initially set for this territory. You’ll also have the foundation for sales forecasting and planning.
Review this data on a monthly, quarterly and yearly basis to identify busier and calmer seasons of the year and prepare your team for them.
Review your sales team and identify hiring opportunities
Conduct regular sales meetings with your reps and go over their:
- Average deal size and value of the deals in their pipeline
- Close ratio (average percentage of deals won)
- Sales velocity (average time it takes to win a deal)
- Typical workload and whether they felt they had too much or too little to do
- Individual notes and observations about serving a new sales territory
Use these insights to learn if you’d benefit from reassigning some territories and accounts between reps, as well as if you could scale your presence in this territory by adding more members to your team.
If your reps often have more leads they can handle, that’s a solid sign your team should expand.
Use a sales territory management tool stack
Sales territory management software makes data visualization easy and allows your team to collaborate and analyze various datasets for more effective territory management.
Implement a powerful stack of apps and tools to help your reps be focused and work efficiently. These cloud-based tools are particularly valuable to teams that work and collaborate remotely, which is a given considering the nature of breaking into new, distant territories.
A CRM tool like Pipedrive will keep all sales data in one place, including deals and contacts, notes, files, emails, calls, reminders and a calendar.
It removes the need for notebooks, sticky notes and spreadsheets and keeps the whole team organized, which is particularly important when entering a new and less known sales territory.
Here’s how a CRM benefits sales territory management:
- Automated lead allocation based on which rep looks after the territory the lead came from
- Mobile app for reps on the road with easy-to-add notes, call logs and nearby reminders
- Clear ownership of deals so sales reps never overlap their activities with the same lead or territory
2. Territory visualization tool
Use a tool that helps you visualize your sales territory, divide it between your sales reps, and understand how each part of the territory performs.
An example of a sales territory mapping tool is WeMapSales, a tool that uses CRM data to visualize real-time sales performance on maps. It’s accessible on desktop and mobile, so it’s easy to use both for inside and outside sales reps.
It also allows you to:
- Select and filter specific geographies to create custom reports
- Make decisions on the go thanks to real-time analytics
- Restructure your sales territories and reassign reps based on trends and past performance
- Visualize sales performance, opportunities and data on maps and charts
A powerful territory visualization tool will help you adapt your sales territory plan to your growth and as you scale.
3. Automation tools
Automate any manual, repetitive tasks to free your sales teams up for more impactful work and one-on-one conversations with leads and customers.
Use this list of automation tools as a starting point and expand based on your needs:
- Mailigen. A full email automation suite you can integrate with your eCommerce and other systems, A/B test your emails and more.
- LeadBooster. This Pipedrive add-on is a complete lead generation toolset that lets you find outbound leads, automatically engage website visitors through a chatbot and collect valuable information through web forms.
- Zapier. Set up automated workflows that connect your external data with your CRM, including calendar meetings, survey responses, leads from Facebook ads and more.
- Workflow Automation. Available to users of Pipedrive’s Advanced plan and above, this feature enables you to automate repetitive tasks by setting up triggers when certain activities are completed or changes take place in your CRM.
Get sales territories to collaborate for maximum results
Each territory-specific sales team has its own advantage: they’re exposed to a unique context in the city, region or country they’re covering.
It means they might get a specific insight before sales teams from other territories do. If you foster collaboration between your sales territories, you can increase their chance for a head start based on what another territory learned.
Here are some examples of useful insights and learnings:
- A specific type of prospect that converts at a higher rate or tends to spend more
- A new way leads describe their pain points or needs
- Recent activities from a local competitor
- A template or script that performs significantly better than others
Thanks to the collaboration between sales territories, you can regularly update your ideal prospect definition, goals and supporting resources. This will give you a competitive advantage across territories and help you maximize sales results.
Since new territories can be as small as new neighborhoods and as large as a country on a different continent, the amount of time it will take you to find your footing will vary based on your specific situation.
Take your time to define and research your new territory, build a sales territory plan, and start with your experienced sales reps to kick off your sales activities in a new territory. From there, you’ll have the foundation to grow by hiring reps that know the territory well and expand your team to reach even more prospects and close more sales.
With the right processes, people and tools, you’ll be on your way to hit huge growth milestones and serve more customers than you ever imagined.