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Learn more about our Territory Management practice

Territory Management

Optimize Your Sales Territories to Gain a Competitive Advantage

Territory management is at the heart of any company’s sales operations. All key processes—from sales force planning and deployment to incentive compensation and financial reporting—depend on efficient, optimized territory management solutions.

Markets today are more dynamic than ever, adding on many new dimensions to territory management:

  • Sales portfolios are expanding and shrinking in record time—and when products and clients change suddenly, sales managers must add and redraw territories in an instant
  • Sales territories must balance rep workloads, equalize earning opportunities and ensure that reps efficiently cover their most profitable customers
  • Flexible deployments and multiple sales force roles—including matrixed product specialists or "hybrid" representatives—are the rule rather than the exception
  • The availability of more and increasingly complex data have further challenged central management’s ability to make effective territory management decisions

Design Territories, Align Sales Forces and Boost Profits

ZS's Territory Management practice can help you:

  • Increase sales as much as 7% through proper sales force alignment and territory design
  • Balance quantifiable data with qualitative field knowledge to create specific deployment strategies for each customer
  • Create greater opportunity and equalize workload for your sales force—and see morale and performance improve as a result
  • Minimize sales force and territory disruption, helping forge stronger relationships with customers
  • Improve sales manager commitment to your deployment plans