Issues of Misaligned Sales Territories

The sales field should be an income generating aspect of a business. This is the main source of income that any business has. This is the reason why the sales field is aimed to be optimized all the time. However, many businesses are faced with the problem of having misaligned sales territories. This problem roots from having an unbalanced sales territory map. When this happens, the business is losing potential sales and spending more to generate sales.

Common issues that are based from unbalanced sales territory map are sales reps having less work or sales rep spending more time on the road than with the customers. Other causes are sales reps who do not have the skill set to cover a specific territory or sales reps visiting the wrong customers. It is important that the business addresses this problem immediately or it will continue to lose sales. In the long run, a misaligned sales territory plan can result to the bankruptcy of the business.

Effective sales territory planning begins with analyzing the root causes. Then, when the root causes have been identified, you should start thinking of ways to eliminate the problems. You should understand the sales process of your business to see how you can solve the root causes of misalignment. You can assess the skills of your sales reps and reassign them accordingly. Put skilled sales reps in high sales potential territories and train new sales reps rigorously. You should also create tactics on how to cut down travel time for your sales reps so that they spend more time discussing with the customers. You should familiarize with the best routes and implement them when your sales reps need to travel.

Mapping greatly affects how you find the best routes. If there are territories whose routes are really difficult to work with, you might need to consider splitting the territories and assigning different sales reps. Doing this may allow you to cut down travel costs, reduce travel time, and increase your chances for sales.

Always keep in mind that aligning your sales territories is important. It helps you improve your sales productivity and allows you to increase your sales profitability.


Subscribe to our e-mail newsletter to receive updates.

Comments are closed.