Question about hiring sales team.

I'm about to hire a sales team. How would I make it fair to each person to make their territory "unlimited", without them tripping over themselves to get the same client?

If I tell them you take north and you take south, is that fair, if north has more higher income clientele than south? How the heck do you work that out?

David DeCantillon

Quote:

Originally Posted by ddpromo1

I'm about to hire a sales team. How would I make it fair to each person to make their territory "unlimited", without them tripping over themselves to get the same client?

If I tell them you take north and you take south, is that fair, if north has more higher income clientele than south? How the heck do you work that out?

Here's an idea:

Identify - all potential prospects within the territory.
Sort - potential prospects into categories. (ie; product lines, customer segments, etc.)
Assign - based on categories while keeping workloads balanced and travel time and costs minimized.

Quote:

Originally Posted by ddpromo1

If I tell them you take north and you take south, is that fair, if north has more higher income clientele than south? How the heck do you work that out?

I was once told by a sales manager, "If you're looking for "fair" I think it's held sometime during the fall.

IMO, territory management has more to do with profitablility than being perceived as "fair."

I like Gilbert's idea about breaking up the territory assignments by category. One advantage I can see to this is employee motivation. Who wouldn't want to work their way up to the top tier?

Quote:

Originally Posted by Jackie

I was once told by a sales manager, "If you're looking for "fair" I think it's held sometime during the fall.

Jackie, I've noticed you always tell it like it is!

Quote:

Originally Posted by RainMaker

Jackie, I've noticed you always tell it like it is!

She's the "Big Fish" in the pond. She can do that!

Yes, I can SEE that! It's fun to watch the avatars emerge.

Question about hiring sales team.

Sales Management Forum