Territory Organization Plan
Organizing a territory is important because it helps determine how to work smarter, not harder. For example, with the price of gas, it may not be smart to go from one side of a territory to another in one day, but instead to concentrate on various parts of the territory over the course of a week.
Create a plan that maximizes sales effectiveness, productivity, and organization by looking at how sales territories are, or should be, structured. For example:
- How will you maximize effectiveness?
- How would you organize a territory?
- What type of companies would you call first, second, third, and so on?
To complete your plan, research methods of territory design and organization. You may use Microsoft Excel or Word to create your plan.
Company Information:
The company is a manufacturer of refrigerated cases for the retail and grocery market. Here is some information that you need to know about the company:
- There is one corporate office and manufacturing plant based in Michigan, with a total of 100 total employees.
- There are regionally based locations, which currently cover six Midwestern states:
- Minnesota.
- Wisconsin.
- Michigan.
- Illinois.
- Indiana.
- Ohio.
- Currently there is one sales manager (you) and 12 sales representatives.
- The sales representative territory is set up geographically with two representatives per state.
- Compensation is based on a salary of $25,000 per year, plus a yearly bonus.