The Complete Guide to Sales Territory Management

Effective territory management is the foundation of a successful field sales operation. When done right, it ensures complete market coverage, prevents rep conflicts, and maximizes revenue potential. When done poorly, it leads to wasted effort, missed opportunities, and frustrated sales teams.

Why Territory Management Matters

Without clear territory boundaries, sales reps waste time covering the same areas, miss opportunities in unassigned zones, and create friction when they accidentally compete for the same prospects. A well-designed territory system eliminates these problems and creates accountability.

Methods for Defining Territories

There are several approaches to territory design: Geographic (zip codes, cities, neighborhoods), Demographic (income levels, home values, age groups), Industry-based (for B2B), and Potential-based (market size, opportunity density). Most successful teams use a combination of these factors.

Using Door Knock Pro for Territory Management

Modern tools like Door Knock Pro make territory management visual and intuitive. You can draw custom boundaries on a map, assign them to specific reps, and prevent overlap with visual boundary management. Reps see only their assigned area, eliminating confusion.