As you scale your sales team in order to keep up with company growth, you’ll likely find yourself realigning territories. Again. And again. And again.
The process of creating or realigning sales territories can be time-consuming and cumbersome—and if you don't clearly communicate the why and how, your sales reps may fail to see the value of all your efforts. The good news is that you can save time as you determine and implement new territories, all while making sure your sales reps understand the reasons behind the change and see the value it will provide.
Consider these six short-and-sweet tips to efficiently transition accounts and set all your reps up for success.
1. Use visuals
Spend less time in spreadsheets by making your territory realignment a visual activity. Create territory maps in Lucidchart to visualize the amount of opportunity in each region and easily show your alignment plans to reps and stakeholders.
2. Equalize the prize
Determine and communicate what key metrics will be used to calculate equal value across territories. You'll gain buy-in much more quickly if reps know that, regardless of whether they're assigned to California or the upper Midwest, they have an equal chance at success.
3. Communicate in the cloud
Spare the meetings with stakeholders when you work in real time in the cloud. Streamline how you solicit and provide feedback on your drafts and final versions of your territories, segments, rep staffing, and processes.
4. Create a central source of truth
Centralize your documentation to reduce administrative burden. As you align your sales processes, sales reps can turn to your single source of truth whenever they have questions.
5. Simplify account handoffs
Make it easy for reps to transfer account information and quickly understand their new accounts. Choose a platform that has a Salesforce integration and lets you build out account maps and relay insights about each account that aren't easily visible within your CRM.
6. Review territory performance more often
When territories are reviewed at least annually, your realignments will be smaller, less disruptive, and less time-consuming in the future.
Looking for more insights on how to hand off accounts and better communicate with your sales reps?