As a business’ sales organization grows, business owners typically start to find that they need new management techniques to keep sales operations efficient. Without changes, they may struggle with overlapping sales territories, or find that they can’t truly meet customer needs.

Territory is a group of customers spread over a specific geographic area. Sales territory management is how your business decides which salespeople are assigned to a particular territory, the marketing methods you use and how you plan to expand into new areas.

For small businesses with a growing customer base, sales territory management is essential for optimizing your sales team and ensuring that you stay competitive wherever you operate.…