How to build balanced sales territories
Territories are balanced when each rep has about the same chance to succeed. Here is how to build them without a spreadsheet full of formulas.
1. Decide what to balance
Pick one thing to balance. The same number of customers? The same sales last year? The same number of people living there? If you cannot choose, start with your proprietary customer or sales data, because they match how you really sell.
2. Choose the size of the pieces
ZIP codes work for most small teams. Counties suit a large region. You do not need smaller pieces unless people will be walking door to door.
3. Note the starting places
If reps already live in certain places, tell the helper. Each rep’s home area then stays in that rep’s territory.
4. Look, then adjust
Check the totals under the map. If one place should sit with a different rep, tap it and move it. You will see the totals change right away.
When something changes
Adding or losing a rep? Start again with the new number. It takes a minute, and you get a fresh, balanced set.