Territories are typically managed on the basis of the number and density of target prospects within the territory, the rate at which we anticipate reaching and resolving that prospect as either a potential customer or not, and the likelihood that prospects can be “re-cycled” in the future as potential future customers.
Additionally, we factor in the number of contacts needed, once a prospect is established, to close a deal, and the amount of post-sale effort needed to ensure the customer is off to a good start in their acceptance of your products or services.
Sales Partnerships employs mapping software, CRM tools, and list management solutions to ensure that territory integrity is maintained and that the best territories are prioritized. Those with lesser results or other barriers to entry are de-prioritized or excluded from sales activity.