Understanding your organization’s territory strategy

You can pick up a basic understanding of how your organization approaches sales territories by understanding how the sales team is divided up and their geographical locations. For example, if there are salespeople who focus on specific product lines or businesses depending on their sizes, these could also be used as types of territory in addition to the geographical ones.

How organizations divide up sales territories is a strategic question and varies in complexity depending on the scale of the organization. The territory strategy is defined at a senior level of the organization by the Head of Sales, Sales Director, or Chief Revenue Office. It supports the organization’s overall objectives and will be based on a combination of insight from data and the sales leader’s judgment.

To gather detailed requirements, you would ideally speak to or gather information from the person who defines the strategy and the...