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ProActive Sales Management, 2nd Edition by William Skip Miller

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Chapter 8

Territory Planning, Compensation, and Rewards

For ProActive sales management tools to work, you must plan a strategy and then execute to it. To plan a strategy for your sales team, you must consider two factors: The first is how to deploy the sales team strategically, and the second is how to maximize the salesperson's time to bring in the largest dollar volume.

Strategically Deploying the Sales Team

There are three approaches to the strategic deployment of a sales team:

  1. Geographic Assignments: Many sales organizations divide up a territory by state, region, county, zip codes, or however it makes the most sense at the time. Geographic organization is usually the easiest and cleanest way to divide a sales territory.
  2. Account Assignments ...

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