Territory planning is important for maximizing sales revenue and ensuring all market segments are covered. The document discusses five key pillars for territory planning: analyze customer data and skills, balance resources across segments, empower sales managers, assign territories, and refine as needed. It provides examples from Salesforce, such as matching skill levels to account complexity, balancing full-time employees across the customer pyramid, and getting input from managers on territory definitions. Effective territory planning can reduce costs and motivate representatives, while poor planning can hurt performance and coverage.
Retail Assortment Planning 2.0 for SPI BuyerSPI Conference
Learn how to optimally align inventory and buy decisions with customer demand using our Assortment Planning module. Presented by Megan Keller (Solutions Consultant, SPI) at the 2016 SPI Conference.
Pharmaceutical SFE Metrics: Are You Measuring The Wrong Things? (mini)Eularis
With the ever-increasing pressure to ensure maximum return on investment, Sales Force Effectiveness is becoming a high priority area. A Sales Force represents the largest spend in sales and marketing and is second only to Research and Development within the whole of a company. Yet, similar to R & D, study after study shows that the returns gained from this spend are not particularly strong.
Research by Novartis shows, despite the fact that the top 40 Pharmaceutical companies in the US doubled their investment in Sales Force over the past 5 years, prescriptions only rose by 15% in the corresponding time period. Research by IBM concurred with this result and found that every dollar spent on Sales Force generates just $10.30 in sales. This represents a 22% drop in return since 1996.
Generally, there has been an industry-wide decrease in productivity per Sales Representative, down 24% since 1996. In addition, the Sales Representatives that are hired are low in age, output and skill. Reps face a highly competitive field, with recent figures showing a field of 90,000 Reps competing for 650,000 Physicians - only 125,000 of whom are top tier prospects. A rapidly expanding Sales Force with rapidly decreasing productivity results in an approximate 18% turnover each year.
Fortunately, the concept that ‘size sells’ is largely beginning to be abandoned across the Pharmaceutical Industry. Many Sales Managers are turning their attention to increasing the effectiveness of the Sales Force, rather than the size.
In this report, we examine Sales Force Effectiveness in the Pharmaceutical Industry. We analyze current metrics and their limitations, in focus and in measuring Sales Force Effectiveness, for the Pharmaceutical Industry. Then we discuss appropriate metrics to solve these problems, and demonstrate implementation methods and issues.
The elements of the marketing plan build the course of action for a company.
To help you succeed, we have put together the key components of a successful Marketing Plan.
Retail Assortment Planning 2.0 for SPI BuyerSPI Conference
Learn how to optimally align inventory and buy decisions with customer demand using our Assortment Planning module. Presented by Megan Keller (Solutions Consultant, SPI) at the 2016 SPI Conference.
Pharmaceutical SFE Metrics: Are You Measuring The Wrong Things? (mini)Eularis
With the ever-increasing pressure to ensure maximum return on investment, Sales Force Effectiveness is becoming a high priority area. A Sales Force represents the largest spend in sales and marketing and is second only to Research and Development within the whole of a company. Yet, similar to R & D, study after study shows that the returns gained from this spend are not particularly strong.
Research by Novartis shows, despite the fact that the top 40 Pharmaceutical companies in the US doubled their investment in Sales Force over the past 5 years, prescriptions only rose by 15% in the corresponding time period. Research by IBM concurred with this result and found that every dollar spent on Sales Force generates just $10.30 in sales. This represents a 22% drop in return since 1996.
Generally, there has been an industry-wide decrease in productivity per Sales Representative, down 24% since 1996. In addition, the Sales Representatives that are hired are low in age, output and skill. Reps face a highly competitive field, with recent figures showing a field of 90,000 Reps competing for 650,000 Physicians - only 125,000 of whom are top tier prospects. A rapidly expanding Sales Force with rapidly decreasing productivity results in an approximate 18% turnover each year.
Fortunately, the concept that ‘size sells’ is largely beginning to be abandoned across the Pharmaceutical Industry. Many Sales Managers are turning their attention to increasing the effectiveness of the Sales Force, rather than the size.
In this report, we examine Sales Force Effectiveness in the Pharmaceutical Industry. We analyze current metrics and their limitations, in focus and in measuring Sales Force Effectiveness, for the Pharmaceutical Industry. Then we discuss appropriate metrics to solve these problems, and demonstrate implementation methods and issues.
The elements of the marketing plan build the course of action for a company.
To help you succeed, we have put together the key components of a successful Marketing Plan.
This Slideshare presentations provides examples of Marketing Processes as they are found in Go-to-Market Templates provided by Four Quadrant at http://www.fourquadrant.com/products/
Included in the Powerpoint presentation are slides that cover:
Marketing Process - Go-to-Market Planning
Marketing Process - Demand Creation
Marketing Process - Demand Management
Marketing Process - Website Proposal
Marketing Process – Size of the Market
Marketing Process – Content Messaging
Marketing Process - Buyer Behavior Model
Marketing Process – Lead Follow-up
Marketing Process - Lead Rating Model
Marketing Process - Terminology & Roles
Marketing Process – Sales Conversion
Marketing Process - Compelling Sales Presentation
Marketing Process - Positioning Components
Marketing Process - Differentiation Worksheet
Marketing Process - Differentiation Summary
Marketing Process - Business Canvas
Marketing Process - Sales Process
Marketing Process - Partner Process
See more at Four Quadrant at http://www.fourquadrant.com/products/
Sales/Marketing Strategy for the Startups Praveen K
A complte sales strategy and sales management for the Startups helps in building a good organisation.
Please contact for more info at : PRAVEEN22Y@GMAIL.COM
Pharmaceutical Branding: Therapeutic Franchise / Range Brand ModelDavid Delong
The traditional pharmaceutical branding model is flawed strategically, tactically and financially. In this presentation we review the different branding models available to pharma with a focus on the disadvantages of the current pharma Brand as Product model
Sales Territory Design should support your sales strategy. In this presentation by Sales benchmark Index, you will learn the 3 goals of territory design and how to choose the one that best supports your strategy.
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Key account management vs Traditional sales - Quick comparison guide Hakeem Adebiyi
Whats the difference between KAM, this seems to be the most popular question on all KAM forums. Personally I think a better question is what skills are required to achieve the business goals of your organisation? However the popularity of the question and the debate it generates has led me to produce a quick comparison guide .
Presenting this set of slides with name - Sales Strategy Powerpoint Presentation Slides. Keep your audience glued to their seats with professionally designed PPT slides. This deck comprises of total of twenty six slides. It has PPT templates with creative visuals and well researched content. Not just this, our PowerPoint professionals have crafted this deck with appropriate diagrams, layouts, icons, graphs, charts and more. This content ready presentation deck is fully editable. Just click the DOWNLOAD button below. Change the colour, text and font size. You can also modify the content as per your need. Get access to this well crafted complete deck presentation and leave your audience stunned.
This presentation outlines the Sales Territory Planning process I have developed and refined over 20 years of Enterprise Sales experience across Asia Pacific.
This Slideshare presentations provides examples of Marketing Processes as they are found in Go-to-Market Templates provided by Four Quadrant at http://www.fourquadrant.com/products/
Included in the Powerpoint presentation are slides that cover:
Marketing Process - Go-to-Market Planning
Marketing Process - Demand Creation
Marketing Process - Demand Management
Marketing Process - Website Proposal
Marketing Process – Size of the Market
Marketing Process – Content Messaging
Marketing Process - Buyer Behavior Model
Marketing Process – Lead Follow-up
Marketing Process - Lead Rating Model
Marketing Process - Terminology & Roles
Marketing Process – Sales Conversion
Marketing Process - Compelling Sales Presentation
Marketing Process - Positioning Components
Marketing Process - Differentiation Worksheet
Marketing Process - Differentiation Summary
Marketing Process - Business Canvas
Marketing Process - Sales Process
Marketing Process - Partner Process
See more at Four Quadrant at http://www.fourquadrant.com/products/
Sales/Marketing Strategy for the Startups Praveen K
A complte sales strategy and sales management for the Startups helps in building a good organisation.
Please contact for more info at : PRAVEEN22Y@GMAIL.COM
Pharmaceutical Branding: Therapeutic Franchise / Range Brand ModelDavid Delong
The traditional pharmaceutical branding model is flawed strategically, tactically and financially. In this presentation we review the different branding models available to pharma with a focus on the disadvantages of the current pharma Brand as Product model
Sales Territory Design should support your sales strategy. In this presentation by Sales benchmark Index, you will learn the 3 goals of territory design and how to choose the one that best supports your strategy.
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Key account management vs Traditional sales - Quick comparison guide Hakeem Adebiyi
Whats the difference between KAM, this seems to be the most popular question on all KAM forums. Personally I think a better question is what skills are required to achieve the business goals of your organisation? However the popularity of the question and the debate it generates has led me to produce a quick comparison guide .
Presenting this set of slides with name - Sales Strategy Powerpoint Presentation Slides. Keep your audience glued to their seats with professionally designed PPT slides. This deck comprises of total of twenty six slides. It has PPT templates with creative visuals and well researched content. Not just this, our PowerPoint professionals have crafted this deck with appropriate diagrams, layouts, icons, graphs, charts and more. This content ready presentation deck is fully editable. Just click the DOWNLOAD button below. Change the colour, text and font size. You can also modify the content as per your need. Get access to this well crafted complete deck presentation and leave your audience stunned.
This presentation outlines the Sales Territory Planning process I have developed and refined over 20 years of Enterprise Sales experience across Asia Pacific.
Effective territory management will be one key to sales success in 2016. During this complimentary one-hour web seminar, Julie Thomas, President and CEO of ValueSelling Associates, will address how to overcome the challenges of territory management in order to increase sales results. Some of the things you'll learn include how to create an ideal customer profile, how to determine the activity level needed to support your revenue goals, and best practices to leverage resources and use social networking to prospect in your territory.
This is not an end-all-be-all primer for Territory Management - it was developed for a very specific situation to fix a very specific business problem.
Anaplan SPM Webinar 2: Transitioning from spreadsheet-based territory managem...Anaplan
In the second webinar in Anaplan's sales performance management series, we explore three key benefits of transitioning away from spreadsheets for managing territories and sales capacity planning.
This template will help Sales Development Reps (also known as SDR's, BDR's, SR's, EBR's, or ISR's) prepare strong quarterly business reviews.
It includes examples of important areas to cover in a one-hour QBR presentation.
A comprehensive account planning and strategy template. Strategy development and execution are critical to a successful selling environment. This template is an easy to follow yet powerful tool to increase sales success.
The Strategic Account Plan is designed to help the account management team effectively prepare and stay focused on the customer’s business objectives and goals to ensure they achieve the planned results, create a consistent experience for the customer, and ultimately identify how they can make a positive impact on the customer’s business.
Hub16: Deloitte perspective: Next Generation EnterpriseAnaplan
How can planning help your business become more agile and connected? What business processes can benefit from an integrated, real-time approach? In this informative session, we will share perspective on what business processes to integrate. You'll gain perspective from planning process experts across Finance, Sales, HR and Supply Chain at Deloitte on how next generation integrated business planning can benefit your business and the steps you can take to get there.
Hub16: Equifax: Quota and territory planning: The challenges and opportunitie...Anaplan
Equifax implemented a quota and territory management system in 9.5 weeks. Darin Bohm, Director of Sales Operations and Planning, will discuss the opportunities and challenges of systematizing an enormously laborious and highly complex set of manual processes into a one highly visible system source. Equifax is now in the process of enhancing the robustness of the quota system, rebuilding a quota and territory RACI, and concurrently developing new workflows and processes that touch multiple departments. Darin will discuss the new reality of high visibility into quota-related decisions and the impact of real-time data to examine (and sometimes challenge) perceived outcomes driven by policy decisions. Equifax continues to examine the business challenges created by use of multiple data sources and parallel processes that may produce contrary outcomes, which can now be fully seen in a system that highlights data governance shortcomings and data shortcomings initiated in some of our legacy systems.
Is your sales team ready to tackle a new fiscal year? Follow The Startup Seller's guide to Sales Planning to ensure you're ready to hit the ground running next year!
Sales White Paper: Executing A Territory Sales ModelAltify
In our increasingly complex and competitive marketplace, managing the sales process is a critical success factor in the consistent achievement of revenue goals. Senior sales executives and management teams who implement standardized sales processes and reinforce best practices will increase pipeline visibility, sales execution, and overall performance, leading to more predictable and sustainable revenue growth.
Marketing to Account Based Marketing Better, Effective and Rewardingrun_frictionless
Account-based marketing is a practice that enables B2B marketers to drive more revenue by focusing their marketing and communications efforts on the accounts (companies) that have the most potential to become customers.
https://runfrictionless.com/b2b-white-paper-service/
High-speed internet may have opened up global opportunities for sales, but those opportunities come with challenges. When you have billions of potential customers, it can be overwhelming knowing where to focus your efforts.
https://belkins.io/how-to-organize-your-sales-process
Introduction If one examines the relative costs associated with .docxnormanibarber20063
Introduction
If one examines the relative costs associated with managing a direct sales force and compares it to other marketing expenses, there would be surprise at the percentage of the total marketing budget that supports the sales effort and the cost of a direct sales force. With the cost of a typical business-to-business sales call averaging close to $500, and with selling cycles that can extend over several years, it is easy to imagine very large budgets. Along with these numbers comes a concomitant concern for the effective utilization of these precious resources. Firms grapple with the question of how to improve the productivity of their sales force. In order to better appreciate the magnitude of the challenge, this note discusses the “numbers” that drive the sales-force management process.
Sales-force management can be a determinant of marketing success and yet this competence is sometimes neglected.
You’d expect Sales and Marketing to be aligned in any successful organization— yet in fact the opposite is often true. The reality is that Sales and Marketing need to synch up or sink. The two need to be integrated in order to build customer relationships, enhance brand, capitalize on leads, improve market share, and to boost revenue.1
It stands to reason that sales-force management and its different elements should be aligned with the goals and objectives of the marketing strategy of which it is a part. Conflicts can arise in how people are allocated to territories or in how sales people are rewarded such that the best laid marketing plans can crumble under their own weight. Plans that emphasize a focus on larger key accounts in a small number of segments will fail if management has not thought to hire and train a select number of sales people who know how to sell at the c-level and have an appreciation for the complexity of calling on a large headquarters account. It is not uncommon for a single person, backed by a team of people, to have worldwide responsibility for a single company.
Sales Territories
One of the first decisions made by sales executives is how many salespeople are needed to call on potential customers. Typically, this decision is made in conjunction with the assignment of salespeople to a region or sales territory. Thus, a territory is a salesperson’s battleground; it is the turf that they defend. Territory assignment can be quite a complex process in that it serves to accomplish certain objectives. On one level, the size is often drawn to minimize the travel expenses and time associated with serving one’s customer base within a specified geography. On another level, attempts are often made to balance the potential sales that each territory contains so that sales efforts and results can be compared easily across regions. Given the nature of certain businesses and the concentration of customers, it is a challenge to balance workloads.
For instance, in the medical devices market, one salesperson could be assigned .
Sales is an area where many companies find the outcomes belie investments and outcomes. Many companies attempt sales transformation in a piece-meal fashion. In this paper, we discuss the framework for sales transformation and five fundamental levers of sales transformation.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
How marketers can earn respect at the revenue tableAnene Wealth
How would a 10% increase in your marketing budget affect the profitability of your company?
If you can’t answer that question, budget meetings probably aren’t your favorite part of the job. When you walk into your CEO’s office, maybe you bring activity reports, industry awards, examples of jobs well done…but does she care enough to increase —
Sales Territory Management: A Definitive Guide to Expand Sales CoverageDista
A comprehensive sales territory management software helps maximize sales coverage and boost sales productivity. This definitive guide will help sales leaders and managers design, plan, and execute a winning sales territory plan.
Introduction to integrated marketing sales and marketing alignment
Master Territory Management- Map Your Sales Territories Like a Billion Dollar Business
1.
2. Introduction
MAP YOUR SALES TERRITORIES
LIKE A BILLION DOLLAR BUSINESS
Territory planning, done correctly, can help you align
your sales team to the most appropriate region or group
of customers - increasing overall revenue by ensuring
you are touching all segments of the market. In this e-
book we will cover five key pillars the team at Salesforce
uses to plan territories and drive its multibillion dollar
business.
Table of Contents
01 Analyze
02 Balance
03 Empower
04 Assign
05 Refine
2/
3. WHY MANAGE TERRITORIES?
What is a sales territory? A sales territory is a specific niche in a particular
market that companies target to maximize their sales at the lowest cost. A
company may have geography-based territories, industry-focused territories,
product-focused territories, named-account territories, and even territories
that consist of only one account. Some organizations have even defined
territories by combining these approaches to meet the needs of their
specific go-to-market strategies (e.g., a geography-based territory with a
focus on specific industries and/or a specific product).
All companies with sales teams - regardless of their size - should have some
form of territory management in place. Sales territories are critical to
productivity and keeping selling costs down.
Good v. Bad Territory Segmentation
Assigning the correct sales rep to the right account is key to ensuring that
the rep succeeds and deals are made. When companies put an effective
territory management plan together, they can reap incredible results,
including: reduce selling costs (travel cost, time spent traveling, etc.),
accurate performance metrics, and motivated sales reps. However, when
territories are hastily or ineffectively put together and deployed, it can results
in major setbacks including: poor market coverage, loss of talent, poor
visibility, low adoption of territories, channel conflict, and poor rep
performance.
It can not be stressed enough of the importance of having a territory
management plan in place. Every step in this e-book is absolutely critical
when building or refining your sales territories.
3/
4. Chapter 1
ANALYZE
The competitive nature of sales frequently leads
sales reps and teams towards tackling the biggest
deals first. However, when this happens companies
can overlook huge opportunities in the mid to low
range deals that close faster and are more
abundant. That’s why fully understanding your
customer base, your market and your personnel is
critical to the territory planning process.
Making the initial analysis is about 80% of the entire
process as it dictates the decisions you make and
how effective you are at segmenting and setting up
your sales teams for success.
4/
5. Match Skill Sets With the
Complexity of Accounts
First, understand your current skill set in
your sales teams and work to match it to
your potential customer base. That way,
your sales reps’ strengths can complement
the customers that they are selling in to.
A typical example of this is to make sure
your more senior sales reps assigned to
large, enterprise deals and your junior reps
assigned to smaller, “Mom-and-Pop” stores
or businesses.
At Salesforce we have a core set of sales
reps assigned to various industry and
geographic territories. We also use a task
force team of sales reps called “Co-Primes,”
or product specialists solely assigned to
deals that involve specific needs or asks for
a certain product. That way our core sales
team is supported by specialists who can
effectively help tailor the deal based upon
product capabilities.
Evaluate Current Data Quality
Who are you targeting? What do you know
about the company? How big is each
territory? The answers to these questions
require high quality data sets.
To stay on top of these answers at
Salesforce, we keep up with changes in the
data and have a good data plan. Having a
set data strategy in place to keep your
data clean and accurate, such as using
tools like Data.com, can allow you to
answer all these questions and
operationalize your plan.
GO FOR GROWTH
At Salesforce, we call our territory management process “Go for Growth.” When
making our initial analysis, we look at specific segmentation criteria from our customer
base - including employee count, region, industry, and specific target accounts - and
then align our resources with specific market objectives.
5/
6. EVALUATE YOUR DATA AND CREATE A CRM
DATA PLAN
One of the most overlooked components to conducting a
territory management plan is identifying the quality of data
within a CRM. Without the proper data being entered into your
CRM, effective territory management is next to impossible. As
an example, when reps carelessly input the wrong data, such as
an account’s headquarters or industry, the account will not be
routed to the correct Account Executive.
Make sure your organization sets the standard that clean and
complete data within your CRM is the key to successful territory
management. A Data Plan helps your organization with data
integrity as well and sets up rules for your entire data entry and
data updating processes.
Here are some steps to building out your CRM Data Plan and
ensuring the success of your sales territories:
1. Identify Your Data Quality Goals
2. Perform a Process Audit
3. Develop Your Data Quality Plan of Action
4. Perform a Data Prep and Cleanup
5. Continue to Monitor and Maintain Data
Click here to go to the Data.com
Assessment App in the AppExchange
6/
7. Chapter 2
BALANCE
Once you’ve made a thorough analysis of your
customer base and sales resources, you need to
manage your territory with a firm sense of balance.
What that means is creating targets that set your
sales leaders up for success and targets for sales reps
so that they feel like they all have an equal
opportunity to maximize their compensation plans.
Achieving balance with territory management will
allow for your organization to achieve realistic quota
targets which will motivate salespeople to achieve
and maximize their sales.
7/
8. Balance Number of Reps by
Market Segment
At Salesforce, we look at our
customer base in the shape of a
pyramid seen in Figure 1.
At the bottom you will notice
the vast majority of our
customer base are small
businesses. As you move up
market, there are moderate
amount of mid-sized businesses
and a smaller number of larger,
global enterprise customers.
What we do with this pyramid is
align our FTE’s (Full-Time
Employees) with our market. In
this case, more sales reps for
the broader customer base.
Make sure to position more of
your full-time employees in the
segment that you typically have
the most customers in.
Complement Skills Sets with
Segments
Once you’ve determined the
number of sales reps per market
segment, it’s important to fill
those slots based on your AE’s
skill sets, deal complexity, and
resource investments
accumulated for each segment.
If you take a look at Figure 2,
you will notice that the table
classifies certain criteria for each
market segment.
For example, with small
businesses, there are a larger
amount of junior sales reps
dedicated to that segment. This
allows them to reach as many
businesses as they can at a high
velocity considering the average
time to close a deal is less than
one month.
No. of FTE’s
(Full Time Employees)
Global
Enterprise
Mid-Sized
Business
Small
Businesses
Objective Avg. Age #TRX/AE Skill Set
Enterprise
Solution Sale
~5 Months Low Advanced
Hybrid ~3 Months Medium Developing
Reach &
Repeatability
<1 Month High Emerging
# FTE’s serves as a proxy for deal complexity,
AE skill sets & resource investments
Figure 1
Figure 2
BALANCE BASED ON MARKET SEGMENTS
8/
9. GEOGRAPHIC TERRITORIES
Create an Urban v. Rural Geographic Balance
At Salesforce, we create regions that are both urban and rural for our
AEs and sales teams. As an organization, it’s important to define the
difference between rural and urban areas - as many businesses have
been known to be ineffective with this concept.
For example, there may be the same number of sales reps centralized in
a small, yet urban city than a larger, rural area. At Salesforce, we have
more sales reps that target San Francisco than we do compared to a
broader geographic area on the West Coast as you can see in Figure 3
and Figure 4. There is a denser population of high tech businesses in
the San Francisco Bay Area than many parts in the West Coast, so it’s
critical we have more reps there.
Why is Geographic Balance Especially Important?
A well-balanced geographic territory has the potential to greatly reduce
sales costs and maintain productivity. For example, you wouldn’t want a
sales rep in Dallas assigned to the Northwest otherwise all of the time
traveling to meet clients means more expenses and less time selling.
Additionally, a diverse and well-balanced geographical territory allows
for more of a measure on an rep’s performance than on a territory’s
performance. This allows reps to be confident with the geographic
territory they’ve been given, creating a more diverse approach and a
more well-rounded and happy team.
9/
Figure 3
Figure 4
EXAMPLE
EXAMPLE
10. Chapter 3
EMPOWER
Once you’ve given your customer base and
resources a firm analysis and have successfully
put together a balanced territory, it’s time to get
input from your sales leadership team. The key to
this process is making sure your managers are
empowered and are a part of the decision-making
process.
Sales managers don’t want to feel like you are
“controlling their destiny” and making decisions
for them behind closed doors. Pull sales
leadership into the process early and create a
sense of transparency so that they’re confident
and feel like they own their territories.
Enforcing sales territories can be a difficult task.
However, if you can successfully create a sense of
confidence with your sales leadership team, they
can be a huge proponent when enforcing the
bottom line.
10/
11. Define
Objectives
Engage
Sales
Analyze Balance Assign
Collaborate
WHEN DO YOU GET SALES MANAGERS INVOLVED?
The figure below maps out a timeline of engaging sales managers during the territory management process - much like we do
at Salesforce.
Define Objectives: Map out what objectives you’re looking to accomplish and how you want to approach it.
Engage Sales: Next, your team should engage with sales leadership and maybe even down to the bottom line to make sure the
business objectives you have put together are aligned with their expectations.
Analyze: Once you have the input from sales and you’re feeling confident in your business objectives, start getting deeper
with your analysis of your customer base and resources.
Balance: Start balancing your personnel based on market segments, geography and skill set.
Collaborate: Once you have balanced out your resources with your territories, reengage sales and make sure there is plenty of
transparency during the decision-making process.
Assign: Finally, once sales have been involved throughout the decision-making process and they feel confident in the direction
you and your team have laid out for them, it’s time to start assigning territories to your sales managers and bottom line.
11/
12. Chapter 4
ASSIGN
After we’ve defined a territory, whether it’s a city,
state, or region, we have to enforce rules around each
territory. Then we need to assign a resource to the
defined territory.
Using rules and workflows in Salesforce, the engine
takes over and assigns AEs to accounts. The
associated selling and support team is then is
cascaded down to Opportunity/Order objects.
12/
13. ASSIGNMENT WORKFLOW
Below is a reliable visual flow used by Salesforce of assigning territories to your sales managers and bottom line. Once you have gone
through the pillars of territory management go through an assignment process such as the workflow below. Make sure you spend
time on this because you don’t want poorly planned assignment workflows to ruin all of your hard work of analyzing and balancing.
1. Create a
Territory (Map)
2. Assign a Resource
based on assignment Rule
3. Engine assigns AE and
SF team to Accounts
Accounts
• Territory ID on
Accounts
Assignment Rules
and Resources
• User
• Role (AE, EBR, R6, etc)
• Rule (MM, ESB, FIN, HLS)
• Effective Dates
Sales force Team
• User
• Role
Opportunity/ Order Team
• Salesforce Team Change = Oppty Team Update
• Oppty Team Hold Outs
4. SF team is cascaded
down to Oppty/Order team
Assignment
Rules
Templates
Metadata for
TEAM
Product
Specialist
Roles
Territory (map)
• Territory Map Name
• Parent Territory
• Region
• Country, State, Zip Code, etc
• Account Family
• Company Name
• Effective Dates
1 2
3
4
13/
14. Chapter 5
REFINE
Refine is the last pillar and probably one of the most
important of the five we have just listed.
Your leadership team needs to set the standard that
the territories are constantly evolving - particularly
due to the growth of the company and changes in
personnel - and needs to be consistently reviewed
and refined.
Territory management is an iterative process. Start by
identifying a frequency for review - is it once every
fiscal quarter or maybe a bi-annual sales leadership
meeting? Maybe during your review you may notice a
particular team is struggling with their territory or a
rep is constantly traveling to meet his/her clients.
By setting a cadence and consistently coming
together as decision makers, you can adjust resources
when necessary so that you are ensuring the best
possible outcomes at the lowest selling costs.
14/
15. Conclusion
Territory management is a critical strategy to nearly all
businesses of any size. By aligning sales teams to specific
territories - whether it’s by geography, industry, product or
some other segment - your business can utilize the most out
of your personnel at the lowest cost.
It’s important to understand that you don’t need be a large
enterprise company to map your sales territories like one. All it
takes is a thorough and effective planning process.
Consider modeling your planning process from Salesforce’s
five pillars and map your territories like a billion dollar
business:
Analyze
Balance
Empower
Assign
Refine
15/