Sales management · Territory management
Count the hours your accounts demand, then group them so no rep drowns.
Territory design by equal workload splits the account list into patches that give every rep a similar count of selling hours. It starts from your accounts, their value, how often each needs a visit and the travel between them, and ends in a reps-needed number and a set of route clusters.
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 workload splits the account list into patches that give every rep a similar count of selling hours. It starts from your accounts, their value, how often each needs a visit and the travel between them, and ends in a reps-needed number and a set of route clusters.
A paints distributor in Bengaluru has two reps and a complaint from dealers in Whitefield that nobody visits. The reps swear they are out every day. They are: one call in Koramangala and the next in Yelahanka is a 45-minute drive each way, so six calls fill a day and the dealer who needs a monthly call gets one every ten weeks.
Workload design starts from that arithmetic. Class your accounts as A, B or C by value, decide how many calls a year each class deserves, add the drive, and total the hours. Divide by what one rep can actually sell in a year and you know how many reps the market demands.
The sales head builds it and the owner approves the headcount it implies. It sits after the potential split and before the time study, which tests whether the assumptions about a rep's day were true.
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
The target was set in a meeting, not built from what your team can carry.
The work
What this is actually like.
“Travel time belongs in the call”
A call is the meeting plus the journey. In a city with heavy traffic that journey can exceed the meeting. Measure it on a few real routes at the hours your reps travel instead of reading it off the map.
“Selling days are fewer than working days”
Subtract Sundays, festivals, monthly review days, stock-taking and leave before you multiply. A rep who works 300 days on paper may have 220 available for visits, and the plan must use the smaller figure.
“Call norms are a choice, so write them down”
If an A account needs a visit every fortnight, say so. Without a written norm each rep decides alone, and the loudest accounts get the visits instead of the biggest ones.
“A balanced plan can still be unworkable”
Two clusters with equal hours may still demand a crossing of the same flyover at peak hour. Show the clusters to the reps before you finalise them, because they know the roads better than any spreadsheet.
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.
Classified account list
Every account with its building block, class A, B or C, annual value and current visit count. The sales head fills it from the CRM.
Result: Finished when each account has exactly one class and the class rule is written at the top.
Call norms
A small table giving calls per year and minutes per call for each class, signed by the owner.
Result: Finished when a new rep could plan a month from the table alone.
Workload by block
For each block, accounts multiplied by calls multiplied by (visit time plus travel time), converted to hours.
Result: Finished when the block totals add up to the figure you put in the headcount calculation.
Rep capacity and reps-needed note
Selling days times field hours times the share spent face to face, then total hours divided by that capacity.
Result: Finished when the number of reps needed is on one line and the owner has written agree or revise beside it.
Route clusters
Blocks grouped into one cluster per rep, each within about ten percent of average hours, with the reps' comments attached.
Result: Finished when every rep has initialled their own cluster.
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 do I get travel time for each account?
The reps tell you their account list is too big to cover. Is hiring the answer?
Should small accounts get visits at all?
Can I mix workload and potential?
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.