Sales territory
In Arabic المنطقة البيعية
A sales territory is a defined area or group of customers assigned to one rep or team, so that every account has a clear owner.
In plain words
Territories stop two reps calling on the same shop and stop others being forgotten. They also make targets fair, because each rep is measured on a known set of customers rather than whoever they happened to sell to.
They are usually drawn by geography, sometimes by channel or customer size. A good territory holds enough customers to fill a rep’s week at the visit frequency each needs, without so many that some are never reached.
The common mistake is a territory that lives only in the rep’s head. When the rep leaves, the route leaves with them, and the replacement spends weeks finding the customers again.
- Customers in the territory
- 180
- Visits per customer per week
- 1
- Reps covering it
- 3
- Working days per week
- 5
- Visits per rep per day
- 12
In Axon Suite
How Axon Suite handles it
In Axon Suite reps are grouped into territories, and when a rep leaves, their whole weekly journey plan moves to another rep in the same territory in a single step.
Feature
Territories and handing them over
Each rep belongs to a territory. When a rep leaves or changes round, hand their whole weekly plan to another rep in the same territory in one step, instead of rebuilding it stop by stop.
Open: Territories and handing them over