Sales Territory Management
Quick definition
Dividing your market into areas or segments and assigning salespeople to those areas. This creates focus, prevents overlap and makes sales measurable.
Detailed explanation
Sales territory management is about smartly dividing your market. You can divide by geography (province, region, country), industry (construction, healthcare, tech), company size (SMB, enterprise), or product (you sell multiple products). The goal: each salesperson gets a clear area with enough potential to hit targets, without people stepping on each other's toes. A good territory plan prevents conflicts ("that customer is mine!") and ensures every prospect is covered. You calculate the potential of each territory by doing: number of companies in your ICP × average deal size × expected conversion. If a territory has €2 million potential and your target is €500K, you know it's achievable. With geographic division, watch travel time: a salesperson in Utrecht can do Amsterdam and Utrecht, but not also Groningen. With industry division, ensure your salespeople build domain knowledge: someone who sells healthcare becomes an expert in healthcare. Territory management isn't static: every 6-12 months you check if the division still works based on results and market changes.
Synonyms
Examples
An industrial company divides the Netherlands into 4 regions: North, East, West, South. Each region has 200 prospects in their ICP. Target per salesperson = €800K/year. Average deal = €40K. So: 20 deals per year needed. At 10% conversion = 200 leads per year per region. It checks out.
Match-day helps a software company divide their territory by industry: Person A does healthcare, B does finance, C does logistics. After 6 months, person A becomes a healthcare expert and closes 30% more deals because he speaks the language. Territory management works.
When to use this?
Start with territory management as soon as you have 3+ salespeople. Make the division transparent and record it in your CRM. Measure per territory: number of prospects, pipeline value, closed deals, win rate. This shows which territories perform well and where you need to adjust or invest.
Match-day approach
We help you create a fair and effective territory division. We analyze your TAM (Total Addressable Market) per area, look at travel time and customer spread, and ensure each territory has enough potential. We arrange it in your CRM so every lead automatically reaches the right person.
Learn more
Wil je weten hoe je sales territory management effectief inzet in jouw organisatie? Neem contact op met Match-day.
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