Territory management problems and remedies

Territory management problems and remedies

Problems                                                       Remedies

1.         Inadequate coverage                          1.         Split territory

2.         Inadequate size                                               2.         Enlarge territory

3.         Revision                                                          3.         Prepare salespeople

4.         Shifting accounts                                            4.         Revise territory

5.         Direct accounts                                               5.         Clarify at hiring

6.         Inadequate support                                         6.         Assist salespersons

7.         Territory jumping                                             7.         Eliminate practice.

8.         Overlapping territory                                       8.         Minimize crossovers

9.         Selling cost variations                                     9.         Review cost figure

10.       High turnover                                                  10.       Rectify casual factor