SL-007 · Sales & Customer
Sales Territory Planner
Put sales time where the territory opportunity is greatest
IN PREPARATION
About this toolkit
This toolkit gives you a straightforward way to design and review territories around genuine potential, so effort and opportunity actually line up.
What this toolkit helps you achieve
- Apply a clear and repeatable sales process
- Use evidence and numbers to focus attention
- Finish with owned actions and review dates
What’s included
- A four‐part cycle for territory planning: Analyse, Design, Assign, Review
- The Five Golden Rules of territory planning, on one page
- A plain‐English guide to the four factors of territory design: Potential, Workload, Travel, Fairness
- A twelve‐question coaching bank for analysing, designing and reviewing
- A matrix for deciding where to prioritise territory investment
Contents are shown for review while the toolkit package completes verification.
Best for
Sales managers balancing retention, growth and prospecting across a territory
Expected practical outcome
Design around potential and workload first, and let geography follow. A territory drawn purely on a map rarely produces a fair or productive split.