Sales Territory Management in Sales Lead Tracking System
Sales Territory management is a required and important function if you have more than one person in the sales team. It is essential that the sales leads received from one or more lead sources should be assigned (or routed or distributed) to the sales agents in real time, so that they can contact the prospects via phone or email. Depending on your industry and business, you will be using some sort of sales territory definition for the sales team.
Sales Territory Definition
Sales territory units could vary with the nature and size of business we well as the sales management practice. For some organizations, the assigning a geography could be very easy. For example, if you have sales representative for each state / province, the it is straight forward and simple. Also, a sales agent might have more than one state in their sales territory.
However, sales territory definition may not be as simple in all scenarios. You might have to go the level of County, Partial Zip code (3 digits) or even to the exact Zip codes. There are about 70,000 zip codes in US. Imagine assigning and maintaining the definition on a regular basis.
Most web based sales lead tracking systems provide some level of sales territory management features. For instance, in LeadPro Lead Tracking System, the following geographical units can be used to defined the sale territory.
- Country
- State
- County
- Zip Code
- Partial Zip Codes
Sales Organization Structure
While defining the sales territory, sales organization structure should also be taken into account. For example, the entire country could be split into four different sales region and each region might have multiple sales reps. In such cases, sales territory is always defined at the sales rep level; then each sales rep will as assigned to the sales region.
Generally, two levels of sales organization should be enough for most small and medium sized businesses.
Once the sales organization structure and sale territory are defined in the system, then automatic lead assignment rules can be setup. Sales reps can also be alerted via real time email alerts when new leads are received from their territory and assigned to them.
Did you enjoy this post? Why not leave a comment below and continue the conversation, or subscribe to my feed and get articles like this delivered automatically to your feed reader.
Comments
No comments yet.
Leave a comment