How to Increase B2B Sales by Redesigning Sales Territories

Gartner has found a significant increase in the adoption of territory management software since 2012, as more companies adopt data-driven strategies to improve sales performance. Many companies still design sales territories based on predefined geographic boundaries, which can lead to uneven distribution of deals and poor utilization of sales executives' time. Forward-thinking B2B sales and operations directors are using location intelligence to set themselves apart from their competition by incorporating diverse datasets related to customer value, size, and behavior into their sales territory management. To redesign sales territories effectively, companies should establish clear goals and objectives, explore territory designs for balance and alignment, and optimize sales territory routes using advanced routing capabilities. By doing so, they can increase business implementation of territory management software, improve sales productivity, and reduce operational spending.

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