The Complete Guide to Accelerating Sales Force Performance

What Is Territory Alignment?

Salespeople have an activity capacity. Customers and prospects have activity and coverage requirements. Allocating customer requirements across the sales force, or, equivalently, the assignment of customer requirements to the members of the sales force, is called a sales territory alignment (or territory assignment). Geographic deployment and dis- tricting are other terms that are used interchangeably with territory alignment. Often, the number of accounts and prospects a company services is very large, and the alignment task can be onerous and difficult. To design territories efficiently, it is often easiest to aggregate accounts and prospects into geographic units such as census tracts, zip codes, or counties. The ...