Assisting in Evaluating Sales Personnel

Well-designed sales territories assist management in evaluating sales personnel. Selling problems vary geographically, and the impact of competition differs widely. When the total market is divided into territories, analysis reveals the company’s strengths and weaknesses in different areas, and appropriate adjustments can then be made in selling strategies. Through analyzing the market territory by territory and pinpointing sales and cost responsibility to individual sales personnel, management has the information it needs to set quotas and to evaluate each salesperson’s performance against them.