Keeping Track of Territories

26 March
2:00 pm
2:45 pm

About the Session

Tracking sales territory changes are difficult in normal circumstances. Managing such changes may get much more difficult in the coming months, as sales organizations re-deploy field salespeople post quarantine. In this session, we consider a set of administrative best practices for sales organizations managing multiple territories, and how to anticipate and address new challenges to effectively managing territories in 2021.

Topics addressed include

  • What sort of system of record is best for maintaining sales territories?
  • What territory related changes are common, and how might these be made more difficult in 2021? Examples might include accommodating salesperson turnover or extended absence, shifting customer preferences for in-person sales meetings, business closures or relocations, and sudden shifts in customer volume or potential.
  • Teaming inside and field sales in common customers and markets.
  • Adapting performance measures and coverage expectations.

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