Territory Management
A territory is a designated region assigned to a sales team or representative, comprising both existing and potential clients, enabling focused market targeting.
What is Territory Management?
- Assigning sales representatives to territories and organizing the territories based on hierarchies
- Creating territory definitions based on rules or dimensions
- Assessing the assumptions made for territories using scenario-based modeling
- Providing a consolidated view of the territory data in reports
Benefits of Territory Management
Higher Sales
- With a good Sales territory plan and management tool, the sales reps can concentrate on their main job of selling the products or services to their customers, rather than worry about admin tasks
- They get paid incentives and commissions on time and this keeps them motivated to make more sales
Better Rep Assignments
- With proper segmentation of the territories, the sales reps are assigned to the territories they have knowledge about, so that they do not have to spend time understanding the new segments and geographical sector
- They can directly start engaging with the customer without wasting time on the admin work
Improved Workload Balance
Recognize Performance
- With proper performance tracking of territories, the management can understand which territories are performing well and which are not
- This can help the management in rewarding the high-performing reps and motivating the reps that are not performing up to the required levels
Best Practices for Territory Management
Segmentation
Identify who the customer for your product or service would be. Perform some market research to identify the clusters of ideal prospective customers and understand the market needs. Segment the territories based on the results of the research.
Territory Definition
Territories should be defined based on various factors such as location, sales potential, population, etc. Sub-territories can be defined depending on the size of the territory.
Assigning Reps to Territories
Based on historical data for territory sales potential and rep capabilities, the reps can be assigned to territories in a way so that the sales from the territory can be maximized.
Continuous Performance tracking
The work does not end after the territories are defined and reps are assigned. The territories should be continuously assessed and monitored for their performance. There could be territories that are not performing well, or there could be promotions or transfers of a sales rep on a territory. Those territories that are not performing well can be redefined as per the requirements.
How Can Delbridge Help
By choosing Delbridge as your Xactly territory management implementation partner, you can trust in a successful deployment, efficient use, and improved results from your market targeting and sales performance management processes. We offer comprehensive support for your Xactly territory management implementation with the following services:
Requirements Analysis
Delbridge will work with your organization to understand your roster management needs and design a customized solution using Xactly.
Implementation
Our team of experts will ensure a smooth and efficient implementation of Xactly’s roster management capabilities, taking into account your specific requirements and business processes.
Training and Onboarding
Delbridge will train and onboard your team to be experts in using Xactly’s roster management features, ensuring they are fully equipped to maximize their potential.
Best Practices
We will share best practices in roster management using Xactly, helping you optimize your processes and improve performance.
Ongoing Support
Delbridge will provide ongoing support and maintenance, ensuring your Xactly implementation continues to meet your territory management needs.