How territories are drawn

Territories are usually drawn one of three ways, or a mix of them.

  • By geography: postcodes, towns or counties, to keep travel down.
  • By account type: key accounts, independents or on-trade, each with its own rep.
  • By product: separate reps for separate ranges, where the buyers differ.

Balancing a territory

A fair territory gives each rep a workload they can cover on their call cycle. Count the accounts, their visit frequency and the travel between them. A territory with fewer accounts but long drives can be as full as a dense urban one.

Review territories when accounts are won or lost, or when a rep leaves. Unbalanced territories show up as missed calls and accounts nobody has visited for weeks.