Sales management · Territory management
Split the market so each rep's territory holds a similar amount of buying power.
Territory design by equal potential divides your market into areas that hold about the same amount of likely sales, whatever their size on the map. The page covers choosing the building block, the proxy for potential, how many territories the numbers justify and the table every account is tagged against.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
Territory design by equal potential divides your market into areas that hold about the same amount of likely sales, whatever their size on the map. The page covers choosing the building block, the proxy for potential, how many territories the numbers justify and the table every account is tagged against.
A medical-supplies firm in Pune gives its three reps one region each: Pune city, the rest of Maharashtra and Gujarat. The Pune rep has four hundred hospitals and clinics within an hour. The Gujarat rep drives six hours between two accounts. Both carry the same target, and the Gujarat rep resigns before the year ends.
Equal potential is the fix. You pick a building block you can count, such as a PIN code, taluk or a distributor's beat, and a measure of how much each block could buy. Then you group blocks until each territory holds a similar share. The map ends up lopsided and the targets end up fair.
The owner and the sales head sign the design. It replaces territories drawn by history or by who joined first, and it comes before the workload view, which asks a different question about the same market.
Where this sits
Topic 11 of 14 in sales management: territory management. Splitting the market among reps fairly.
- The topic before
- Forecasting and budgeting
- The topic after
- Performance evaluation
If you want this done for you
Give every salesperson a patch sized to what they can actually cover well.
The work
What this is actually like.
“The proxy matters more than the map”
Count what predicts purchases for you: dental clinics for a dental supplier, registered shops for a stationery distributor, households above a certain size for a consumer product. A wrong proxy gives a precise-looking but useless split.
“Potential is not the same as workload”
A dense territory with lots of potential may need two reps, while a sparse one with the same potential needs a car and a driver. Equal potential is where you start, and you adjust once you have checked travel.
“Every building block must belong to exactly one territory”
A PIN code assigned to two reps creates a quarrel; one assigned to nobody becomes an unserved gap. Check the list for both before anyone sees a map.
“Reps argue with territories they have not seen numbers for”
Share the potential table with the team before announcing the split. People accept a smaller area when they can see the buying power inside it written out.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Control unit and proxy note
One page naming the building block, the proxy used, where the figures came from and the date. The owner signs it.
Result: Finished when a stranger could rebuild the potential numbers from the note.
Potential by unit table
A row per PIN code, taluk or beat with the proxy count, its share of total potential and the current sales there.
Result: Finished when the shares add up to a hundred percent.
Territory table and map
Territories listed with the blocks inside, potential per territory and the gap from the average. Each should sit within about ten percent of it, a band you set.
Result: Finished when every rep can point to their own area on the shared map.
CRM tagging
Every account and prospect in your CRM carries one territory field, filled from the table.
Result: Finished when a report by territory matches the table's totals.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How many territories should we make?
We only have two reps. Is this worth doing?
Where do we get potential figures?
How often should territories be redrawn?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of territory management
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.