As a National Sales Manager, you’ve had a successful year of growth in revenue and are looking to expand your field sales team. You currently employ a number of sales personnel across the United States in different sales territories, and you are looking to recruit an additional five. All of your current sales information and territory information is stored on your CRM and spreadsheets.
This hiring process will present a number of challenges for you as National Sales Manager. These include where you will hire the new staff, creating new sales territories for these new members, and finally balancing and realigning the territories of your existing staff to ensure all team members have a balanced workload.
Unbalanced sales territories can be a headache for your sales team. If a salesperson’s territory is too big or if their workload is too heavy, they cannot effectively cover all customers and prospects. Conversely, a salesperson whose territory is small or not populated enough has too little work and can end up wasting their potential on low priority clients, leading to under-utilized sales resources and an unmotivated workforce. As a result, you will lose money, time, and potential customers.
1. Where to hire new staff?
Identifying where to hire new staff is not an easy task. It is important to place them in the right location where there is demand and an opportunity for growth. Hiring in the wrong location can become a costly mistake, both financially, but also in terms of the moral of existing sales reps, who may feel their territory is being encroached on.
2. Where to place new staff?
When new sales staff are hired, the next challenge is to assign them their own sales territories. Being able to quickly create territories for new staff is an important part of the sales hiring and onboarding process. There are territory definitions for the existing field sales team members, therefore placing the new hires in locations that can service the potential market and complement the existing salesforce is important.
3. Balancing & aligning existing territories
Expanding the sales team and creating new sales territories means that existing territories will need to be realigned. Without having an overall view of the territories, both geographically and financially, realigning and adding new territories can be a headache.
Being able to quickly create custom territories, realign, and balance sales territories not only make the deployment of new sales staff easier but will improve the overall sales process of the organization. Having a way to do this in a fast and easy way will save on admin time and benefit the sales team in the long term.