Sales Management: Using Territory Alignment to Level the Selling Field

For salespeople struggling to close deals in barren lands, the inequality associated with sales terrain distribution can be all too apparent.

As the top salespeople feast on sales in densely packed and active regions, those who reside at the bottom must search intensively just to find worthwhile leads. The talent gap between the two types can be negligible, sometimes. And yet the results they produce are drastically different. In this short video, Ken Kramer, director of business development at TerrAlign Solutions, says that it all comes down to territory.

If territory disbursement is equitable at your company, the talent gap will actually come into play, allowing your company to see who the best salespeople are. Until then, the successes that your salespeople are able to cultivate can largely be attributed to their favorable territories. For more on using territory alignment, watch the full video featuring Kramer.