Boost your sales with territory management tips and tricks
Posted: Wed May 28, 2025 5:40 am
divvy up territories to meet company goals, give your company a leg up on the competition, and motivate your reps with accounts that match their strengths. Discover how on trailhead, the free online learning platform from salesforce.
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+100 points
module
learn territory management best practices
sales territory management best practices
below are the best practices to help you continually improve your territory management, using a foundation of seller feedback, data, and technology. Let’s take a look.
1. Assign territories based on how the sales team sells
when you’re thinking about criteria for territories, don’t just think about customer segments (such as company size, industry, or product). Consider the sales team that’s best suited for them.
For example, an enterprise sales team might not get assigned a territory america phone number list at all, but instead, a few enormous hand-picked accounts. Field sales teams who own a larger volume of accounts and sell in person will likely get mapped territories, where accounts are grouped by region and maybe one other attribute, like industry (for example, healthcare companies in georgia). Finally, a virtual sales team might get a territory that’s not mapped (for example, healthcare companies that are targets of a certain product).
You’ll notice that these example territories are made up of only two attributes. That’s because it’s important to keep it simple. Using too many attributes to define your territories can make it harder to measure what’s working, and can slow you down as you try to adapt.
Start learning
+100 points
module
learn territory management best practices
sales territory management best practices
below are the best practices to help you continually improve your territory management, using a foundation of seller feedback, data, and technology. Let’s take a look.
1. Assign territories based on how the sales team sells
when you’re thinking about criteria for territories, don’t just think about customer segments (such as company size, industry, or product). Consider the sales team that’s best suited for them.
For example, an enterprise sales team might not get assigned a territory america phone number list at all, but instead, a few enormous hand-picked accounts. Field sales teams who own a larger volume of accounts and sell in person will likely get mapped territories, where accounts are grouped by region and maybe one other attribute, like industry (for example, healthcare companies in georgia). Finally, a virtual sales team might get a territory that’s not mapped (for example, healthcare companies that are targets of a certain product).
You’ll notice that these example territories are made up of only two attributes. That’s because it’s important to keep it simple. Using too many attributes to define your territories can make it harder to measure what’s working, and can slow you down as you try to adapt.