Managing a sales team is not an easy task and when you see that some territories are not meeting their quota for the past 6 months, it raises red flags right away. You need to find out why these territories are underperforming so that they don't continue to do so.
Once you’ve identified the challenges you’re facing, you then need to start finding a solution and often it lies in the splitting and balancing of your sales territories. Doing this in excel is a very one-sided view of the data. You need to visualize it and analyze it and test different options before committing to the new territory definitions.
These new territory definitions then lead to new problems such as “do you need more staff to cover these territories?” or “where exactly should you be locating them?”
1. Why are my territories under-performing?
There could be many reasons why your territories are under-performing but some of the most common reasons are because sales staff have too few or too many accounts to manage and are struggling to meet the targets set. It is hard to decipher this information in a spreadsheet so you need something else to help you analyze your territory data.
2. How do I ensure a fair workload for my sales reps?
Once you’ve identified that your territories are under or overloaded with customer accounts you need to find a way to realign and balance those territories. You can do it in a spreadsheet, but it takes lots of formulas and time to do it. You need it done now so that this downward trend does not continue.
3. Where do I place the new recruits?
When you’ve realized that you need more sales rep to handle the number of accounts in each territory, you need to identify where is the best location to start recruiting in. You can make an educated guess but because you’re not very familiar with the territory, you’d rather make a more informed decision.