What is Territory Management?
Territory management is the process of dividing customer accounts and geographic areas among sales reps to optimize coverage and reduce overlap.
Territory management assigns geographic regions, industry segments, or account lists to individual reps or teams, so that coverage is balanced and customers have a clear point of contact. Poorly designed territories lead to reps competing over the same accounts, gaps in coverage, or excessive travel time between visits.
Effective territory planning considers factors like account density, revenue potential, travel distance, and rep capacity. Some organizations redraw territories periodically as customer bases grow or sales headcount changes, to keep workloads and opportunity roughly balanced across the team.
Territory management ties closely into route planning: once territories are defined, reps need efficient routes to visit accounts within their patch without wasting time on backtracking. Managers use territory-level reporting to compare performance across regions and identify underperforming or under-resourced areas.
Lavisho TT supports territory management through territory routing and route planning/optimization features that work alongside its GPS field tracking, helping reps cover their assigned accounts efficiently while giving managers visibility into territory-level activity and results.
Territory Management — common questions
What factors go into designing sales territories?
Account density, revenue potential, travel distance, and individual rep capacity are common factors.
How often should territories be redrawn?
This varies, but many companies review territories annually or whenever headcount or the customer base changes significantly.
How does territory management relate to route planning?
Once territories are assigned, route planning helps reps visit their accounts in an efficient order, minimizing travel time.
Does Lavisho TT help with territory routing?
Yes, Lavisho TT includes territory routing and route optimization tied to its field force and GPS tracking tools.
Related pages
Related products
- Sales Territory Management
Divide territories, route visits efficiently and see exactly which areas are covered and which are being neglected.
- Field Sales Management
Plan visits, capture what happens on the ground, and see how field activity translates into pipeline and closed revenue.
Glossary
- Field Force
A field force is a team of sales, service, or distribution staff who work primarily outside the office, visiting customers or sites in person.
- Geofencing
Geofencing is a location technology that creates a virtual boundary around a place, triggering actions like check-in verification when a device enters or exits it.
- Sales Activity
A sales activity is any recorded interaction with a prospect or customer, such as a call, email, meeting, or field visit, tied to a deal or account.
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