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.

The following topics, among others, related to sale lead management will be covered in this site.

• Lead Generation
• Lead Capture and Distribution
• Lead Tracking Software Solutions
• Sales Lead Management strategies
• Lead Followup Processes
• Sales Pipeline Management
• Sales Territory Maintenance
• Sales Organization Structure
• Lead Distribution / Routing to Sales Force
• Web based Lead Management Software Tools
• Lead Nurturing with Drip Email Messaging service
• Internet Lead Buying Practices
• Lead Conversion Best Practices
• Sales Territory Management

Please feel free to add your comments and suggestions in the blog posts.

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