A sales territory is a clearly defined geographic area, group of customers, or market segment. It divides your market using inputs such as postcode, region, industry, or account type. Each territory is typically assigned to a rep or team responsible for managing relationships, growing revenue, and delivering service within that defined space.
Balanced sales territories do more than look good on a map; they drive performance. Here's why territory planning matters:
Balanced sales territories help reps focus on high-potential areas as precise boundaries eliminate overlap and wasted effort. Teams cut wasted travel, target the right accounts faster, and move deals through the pipeline more efficiently.
Smarter territories put every customer within a rep's reach, and no pockets are left unmanaged. This leads to faster responses, more personalized service, and stronger customer relationships.
Balanced territories prevent reps from being overloaded or underused. By aligning workload and opportunity, every team member has a fair shot at hitting targets.
A data-driven, well-defined territory strategy is the foundation for predictable growth. With eSpatial, territory data is visual, real-time, and shareable. Managers can track coverage and performance instantly, while reps see exactly where to focus next.
Learning how to build a sales territory may feel like a complex process. But if you follow these best practices, you'll achieve better-balanced and optimized alignments.
You will gain a competitive edge by starting with your data, analyzing your markets and competitors, factoring in customer and rep locations, minimizing disruption, and leveraging sales mapping software. Ready? Take a look at our mapping software pricing.