How do you design a sales territory to support business priorities?

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The task of divvying up your sales territories can be daunting. How can you be sure you’re using the right methods? What criteria do you need to ensure success? These answers will be different for every business, but the following are a few tips to help you get started.

Think about the long term
you know your teams have to meet quotas today, but what are your long-term business objectives? Is your current plan agile and scalable enough to get you there? Is your business growing, maintaining, or declining? Are you planning product launches? Are there regulatory changes on the horizon? Thinking about the answers to these questions will help you make decisions that are smart for what your business needs today and what it might need in the future.

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Balance business development and retain loyal customers
driving new leads and closing new contracts will always be important, but customer retention is just as critical to your bottom line. Be sure to consider the needs of your current customers — and how you’ll meet them — in addition to looking at growth opportunities.