When implementing a sales territory management plan, your business needs a team effort to make sure everything works smoothly. Sales reps, as frontline experts, can introduce valuable insights into customer behavior and preferences, while RevOps professionals bring in data-driven analytics to ensure territories align with revenue objectives and operational efficiency. Lastly, Salesforce admins configure the platform to match agreed upon plans. This synergy between sales, RevOps and Salesforce is how well-defined territories are created that support your sales team’s efforts.

The first step is establishing clear sales objectives. This helps your team develop efficient routines and better measure progress, enabling them to achieve their goals more effectively. The resulting strategy is then used as the blueprint for defining territory boundaries, assigning sales representatives, and developing strategies to engage clients.

Without proper territory analysis and distribution, sales efforts can become chaotic and result in lousy customer experiences. Territory management acts as a tool for strategic alignment and fairness in account distribution, ensuring that each member of the sales team is assigned customers that best fit their skills and expertise.

Salesforce makes it easy to customize territory alignment to specific account attributes like industry and turnover. For example, a tech company can assign accounts that fall under the industry “Healthcare” to an account executive who specializes in the area, ensuring that the right person is managing the customer experience. In addition, Salesforce territory management allows you to set up rules that automatically route leads to the appropriate sales rep based on specific criteria. These rules can be triggered by certain events or manually triggered via a dashboard report.