Whats Your Territory

Sales automation or CRM systems virtually exist in every company. Many companies have bought and implemented pre-built desktop or web based solutions for managing their sales and customer relationships.

Sales representative live in their CRM world to connect to their customers through phone calls or e-mail campaigns. These customers are out there in market, where a local representative of the company contacts them directly. Now the day finally arrives when a sale is made and the potential customer is converted to a new customer.  What next? Does the role of CRM end here? Nope, it doesn’t. Actually here comes a part, which can help to broaden a CRM solution.

Many solutions are now built to manage territories and compensation in CRM itself. These solutions can be part of your bought CRM solution or can be integrated later with the help of various pre-build products available in the market. Sales representative who made the call and local sales person who met the customer to finally complete the deal then get paid on the basis of their territory in the CRM.  

The incentive plan can also be managed through a set of rules and an incentive plan built in the CRM system itself. This integration of territory management and compensation has made life easier for the companies. Idea is to bring accounting and territory optimization together and make it transparent. This further helps the sales force to give the much needed attention to sales, which is their primary objective.

 Automation of territory assignments also allow companies to manage easy transfers of sales force people to different geographical locations or departments. Combining territory demarcation with sales helps a company to define new strategies and market their products in least productive places. This in-turn helps in a better utilization of resources.