Sales territory
Also called territory
Reviewed by Dasha ShakovVP Marketing, Proton
Updated
What is sales territory?
A sales territory is the set of accounts, or the geographic area, that a sales rep is responsible for. Distributors draw territories by geography, by customer industry, by account size, or by a mix of these.
Sales territory example
A new outside rep inherits 120 accounts across three counties. In his first week he sorts them by last year’s sales and by recent drops in buying to decide whom to visit first.
Related terms
- Outside salesOutside sales is selling done in person at the customer’s location, such as a job site, plant or office.
- House accountA house account is a customer account that isn’t assigned to an individual sales rep and is managed by the company itself, often with no commission paid.
- Wallet shareWallet share is the percentage of a customer’s total spending on the products you sell that goes to your company rather than to competitors.
- Inside salesInside sales is selling done remotely, by phone, email, chat and video, rather than in person at the customer’s location.
