{"id":41006,"date":"2020-03-01T00:00:00","date_gmt":"2020-03-01T00:00:00","guid":{"rendered":"https:\/\/newrcblog.wpengine.com\/sales-territory-plan\/"},"modified":"2025-07-16T01:37:27","modified_gmt":"2025-07-16T08:37:27","slug":"sales-territory-plan","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-territory-plan\/","title":{"rendered":"How to create an effective sales territory plan in 6 steps"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Some experts say that the secret to sales success is a combination of skill, perseverance, and a good <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-conversation-starters\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales conversation starter<\/a>. And they\u2019re right\u2014those are all important attributes for salespeople. But it overlooks what is possibly the most important factor in sales success\u2014which happens before a meeting is even booked: your sales territory plan.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019re <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/small-business-management\/\" target=\"_blank\" rel=\"noopener noreferrer\">running a small business<\/a>, you may wonder why you need a sales territory plan. After all, it sounds complicated\u2014something for bigger, more sophisticated organizations. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">But think of that plan as the important strategic groundwork that\u2019s going to help you reach your sales goals. The good news is that yours doesn\u2019t need to be complicated. And we\u2019re here to help you create one, headache-free, for your small business or team.\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s break it down. In this post we\u2019ll cover:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><a href=\"#one\"><span style=\"font-weight: 400;\">What a sales territory plan is<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#two\"><span style=\"font-weight: 400;\">4 reasons why you need one<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#three\"><span style=\"font-weight: 400;\">How to create a sales territory plan in 6 steps<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#four\"><span style=\"font-weight: 400;\">Essential tools for creating the plan<\/span><\/a><\/li>\n<\/ul>\n<hr \/>\n<p>Up your sales game and close more deals with conversation intelligence. \u260e\ufe0f<\/p>\n<div class=\"download-form-widget standart-download-form\" data-url=\"https:\/\/assets.ringcentral.com\/us\/ebook\/beginners-guide-conversation-intelligence-sales.pdf\" data-id=\"69d2bfb05a60e\" id=\"69d2bfb05a60e\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d2bfb05a60e.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">Start getting more leads<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Don't just prospect. Close the deal using conversation intelligence. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-03773\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Learn more\">Learn more<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d2bfb05a60e.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\"> Enjoy!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<hr \/>\n<h2 style=\"padding-top: 20px;\"><strong><a id=\"one\"><\/a>What is a sales territory plan?<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Basically, it\u2019s your strategy for how your team will target and approach prospects, leads, and existing customers to close more deals. Before you jump into your fancy <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-territory-mapping-software\/\">sales territory mapping software<\/a>, you need a battle plan:<\/span><\/p>\n<figure id=\"attachment_2483\" aria-describedby=\"caption-attachment-2483\" style=\"width: 840px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-2483 size-large\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image5-20-1024x640.png\" alt=\"Example of a sales territory plan from Adaptive Insights\" width=\"840\" height=\"525\" \/><figcaption id=\"caption-attachment-2483\" class=\"wp-caption-text\">An <a href=\"https:\/\/www.adaptiveinsights.com\/anz\/products\/sales-territory-planning-and-mapping\" target=\"_blank\" rel=\"noopener noreferrer\">example of a sales territory plan<\/a> from Adaptive Insights that shows things like which sales reps (and how many reps) you need, how many accounts you want to win per year, and more.<\/figcaption><\/figure>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">Traditionally\u2014and as its name tells you\u2014the sales territory plan was defined by geography. Salespeople would focus on prospects within a specific area only.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Today\u2019s level of connectivity has changed that. You can now optimize your sales territory plan and target your leads by industry, business size, deal potential, and role too. Which, as you might guess, is much more effective than using geography alone.\u00a0<\/span><\/p>\n<div class=\"rc-subscribe\" id=\"new-rc-subscribe\"  style=\"background-image:url('\/us\/en\/blog\/wp-content\/themes\/ringcentral\/assets\/images\/temp\/subscribe.png')\">\n\t\t<button class=\"close js-popup-close\"><svg class=\"icon_close_mobile\" width=\"20\" height=\"20\"><use xlink:href=\"#icon_close_mobile\"><\/use><\/svg><\/button><\/p>\n<div class=\"rc-subscribe__wrapper\">\n<div class=\"rc-subscribe__wrapper_text\">\n<h3 class=\"rc-subscribe__title h2\">Stay informed with RingCentral<\/h3>\n<div class=\"rc-subscribe__subtitle\">Subscribe to our emails for the latest blogs, events, and exclusive content on AI-powered communication solutions. Stay ahead with insights and tips from the leader in trusted AI communications.<\/p>\n<p>\t\t\t\t\t<a href=\"https:\/\/www.ringcentral.com\/legal\/privacy-notice.html\" target=\"_blank\" data-dl-name=\"Privacy Notic\" data-dl-element=\"link\" data-dl-additional-info=\"social\" rel=\"noreferrer noopener\">Privacy Notice<\/a>\n\t\t\t\t<\/div>\n<\/p><\/div>\n<div class=\"rc-subscribe__wrapper_form\">\n<form class=\"\" data-event-init=\"true\" novalidate data-js-form>\n<div class=\"rc-subscribe__row\">\n\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\tname=\"email\"\n\t\t\t\t\t\t\t\tplaceholder=\"Email address *\"\n\t\t\t\t\t\t\t\ttitle=\"Must be valid email. example@yourdomain.com\"\n\t\t\t\t\t\t\t\tminlength=\"4\"\n\t\t\t\t\t\t\t\tmaxlength=\"255\"\n\t\t\t\t\t\t\t\ttype=\"email\"\n\t\t\t\t\t\t\t\trequired\n\t\t\t\t\t\t\t\tpattern=\"[a-z0-9._%+\\-]+@[a-z0-9.\\-]+\\.[a-z]{2,}$\"\n\t\t\t\t\t\t\t\tclass=\"field__control\"\n\t\t\t\t\t\t\t\tautocomplete=\"on\"\n\t\t\t\t\t\t\t\taria-required=\"true\"\n\t\t\t\t\t\t\t\tdata-dl-events-hover=\"true\"\n\t\t\t\t\t\t\t\tdata-dl-element=\"email\"\n\t\t\t\t\t\t\t\tdata-dl-additional-info=\"LET'S WORK TOGETHER\"\n\t\t\t\t\t\t\t\taria-label=\"Email address *\"\n\t\t\t\t\t\t\t\taria-errormessage=\"email-subscribe-errors\"\n\t\t\t\t\t\t><br \/>\n\t\t\t\t\t\t<span class=\"field__errors\" id=\"email-subscribe-errors\" data-js-form-field-errors><\/span>\n\t\t\t\t\t<\/div>\n<div class=\"rc-subscribe__row\">\n\t\t\t\t\t\t<select\n\t\t\t\t\t\t\t\tname=\"Country__c\"\n\t\t\t\t\t\t\t\trequired\n\t\t\t\t\t\t\t\tclass=\"field__control\"\n\t\t\t\t\t\t\t\taria-required=\"true\"\n\t\t\t\t\t\t\t\taria-expanded=\"false\"\n\t\t\t\t\t\t\t\taria-label=\"Country *\"\n\t\t\t\t\t\t\t\taria-errormessage=\"country-subscribe-errors\"\n\t\t\t\t\t\t><option value=\"\" disabled=\"disabled\" selected=\"selected\">Country<\/option><option value=\"Canada\">Canada<\/option><option value=\"United_States\">United States<\/option><\/select><\/p>\n<p>\t\t\t\t\t\t<span class=\"field__errors\" id=\"country-subscribe-errors\" data-js-form-field-errors><\/span>\n\t\t\t\t\t<\/div>\n<div class=\"rc-subscribe__row\">\n\t\t\t\t\t\t<button type=\"submit\" data-event-init=\"true\">Subscribe<\/button>\n\t\t\t\t\t<\/div>\n<\/p><\/form>\n<\/p><\/div>\n<\/p><\/div>\n<div class=\"confirm-form\" role=\"status\" aria-live=\"polite\" style=\"display: none;\" aria-hidden=\"true\">\n<div class=\"confirm-form__text\">Thank you for your interest in RingCentral<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<h2 style=\"padding-top: 20px;\"><strong><a id=\"two\"><\/a>4 reasons why even small businesses need a sales territory plan<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">You\u2019d never walk into a <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-meetings\" target=\"_blank\" rel=\"noopener noreferrer\">sales meeting<\/a> with a prospect without having done a decent amount of prep work. Creating a sales territory plan should be no different. Here\u2019s why.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">1. It helps you target specific industries, regions, opportunities, and customers<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Instead of targeting customers geographically, you can now segment opportunities by industry, opportunity, role, business size, business type, and others. This allows you to focus on meeting specific customer needs and target prospects that are most likely to buy, rather than simply playing a numbers game by trying to cover the most ground.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">2. It aligns your sales team with your prospects<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Every salesperson on your team will have a different set of strengths based on their experience\u2014and <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/effective-teamwork\/\" target=\"_blank\" rel=\"noopener noreferrer\">effective teamwork<\/a> is the key to making this work. For example, some reps may have lots of experience selling to a specific demographic, whereas others are experts in certain industries or types of products. Being able to align their efforts with a customer\u2019s industry or specific needs means they\u2019re going to close more deals than taking the spray-and-pray approach.<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">3. It empowers you to set realistic goals, track progress, and optimize your strategy<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Having the latest <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/best-bluetooth-headsets\/\" target=\"_blank\" rel=\"noopener noreferrer\">Bluetooth headset<\/a> and <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales software<\/a> is great and all, but setting goals are a must in sales. Having a way to track them helps you see what\u2019s working, what isn\u2019t, and why\u2014and it\u2019s essential to your success. With the ability to track your progress, you can replicate successes and easily make adjustments to areas that need work.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">4. It lets you spend more time selling<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Having a plan in place and a path forward means you and your team can focus on actually selling to customers that are the most likely to buy. You know who your <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/happy-customers\/\" target=\"_blank\" rel=\"noopener noreferrer\">happy customers<\/a> are, you understand their challenges, and you know how to help them reach their goals. And that means more deals closed.\u00a0<\/span><\/p>\n<figure id=\"attachment_2486\" aria-describedby=\"caption-attachment-2486\" style=\"width: 653px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-2486 size-full\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image6-15.png\" alt=\"How do Salespeople spend their workdays infographic\" width=\"653\" height=\"419\" \/><figcaption id=\"caption-attachment-2486\" class=\"wp-caption-text\">Having a plan in place can help reps focus on their role, save time, and close more deals.<\/figcaption><\/figure>\n<h2 style=\"padding-top: 20px;\"><strong><a id=\"three\"><\/a>How to create a sales territory plan in 6 steps<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Now that you know what a sales territory plan is, let\u2019s dive into how to write one in five basic steps.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">1. Define your larger sales goals<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Before you have a plan, you need a goal (or goals). And there are many different approaches you can take to determine sales goals. But we want to keep it simple, realistic, and easy to do without needing a 10,000-cell spreadsheet. Start with the big sales numbers and then work your way downwards. First, determine what your annual goal is, then break that into quarters, months, and even weeks.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, if your annual sales goal is $500K, then your quarterly goals will be $125K, and your monthly targets will be $41.7K.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019re not sure what your annual goal should be, last year\u2019s sales numbers plus ten percent is a good place to start. (Of course, if things are going really well and you want to be more ambitious, you can adjust this number\u2014and vice versa.)<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Keep in mind that these numbers are just preliminary. You can adjust them later when you\u2019ve completed the other steps and accounted for outside factors like economic conditions, seasonality, existing pipeline, and even current customers.<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">2. Define your market\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">What does your piece of the pie look like? Your market encompasses everyone you sell to.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Make a list of all the different people or industries you target. For business-to-business sales, this could be business type and size, departmental function, or roles within the organization. For business-to-consumer sales, you can segment based on demographic, psychographic, behavioral, and geographic information.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ultimately, you\u2019ll need to determine how to segment your customers based on the what\u2019s relevant to your business or product.\u00a0<\/span><\/p>\n<figure id=\"attachment_2487\" aria-describedby=\"caption-attachment-2487\" style=\"width: 840px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-2487 size-large\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image3-25-1024x557.png\" alt=\"How to segment B2C customers\" width=\"840\" height=\"457\" \/><figcaption id=\"caption-attachment-2487\" class=\"wp-caption-text\"><a href=\"https:\/\/www.griffith.edu.au\/griffith-business-school\/social-marketing-griffith\/segmentation\" target=\"_blank\" rel=\"noopener noreferrer\">An example of how to segment B2C customers<\/a><\/figcaption><\/figure>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">Defining your market lets you paint a clear picture of who your customers are. It allows your sales team to play to their strengths and address specific needs, goals, and pain points, which will differ between these different segments.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">3. Assess prospect and account quality<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Some customers will see tons of value in your product. The benefits are clear and it solves a big headache for them. They\u2019re happy to buy a lot of what you\u2019re selling, and often.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But, others may not have the same need.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Review which customers have traditionally been easy to sell to and\/or seen high levels of success with your product. Then prioritize those leads and similar accounts.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">4. Start mapping out the strengths and weaknesses of your reps<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Some reps have a great understanding of the ins and outs of how enterprise organizations buy products and take on new vendors. Others will specialize in selling to people within a specific role, regardless of the size of the business. List all of the strengths and weaknesses of each sales rep so you have a better idea of the type of prospects they should target.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Keep in mind that it\u2019s not about ranking them from best to worst\u2014many sales reps who start out weak can finish strong with coaching and experience. It\u2019s about aligning their skills and experience to where they\u2019ll make the biggest impact and achieve the most success.\u00a0\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">5. Assign leads<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Armed with the knowledge of where your reps shine, you can now start assigning accounts. Start with the most obvious, high-value pairings where the rep has a lot of experience selling to that industry or type of individual. For example, reps who are good at closing large deals with educational institutions would be assigned leads in the educational space.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Next, assign leads to target roles. Reps who have experience working with or selling to IT managers would be assigned leads with similar titles.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Apply the same process to company size, deal size, location, and any other way you segmented your market.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">How you organize this information is up to you. Some people use spreadsheets. Some use text documents. Others use illustrations and graphs. A<\/span><a href=\"https:\/\/www.adaptiveinsights.com\/products\/sales-territory-planning-and-mapping\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\"> mix of charts, maps, and tables <\/span><\/a><span style=\"font-weight: 400;\">will give you a pretty comprehensive and easy-to-absorb view of your territory plan:<\/span><\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-2488 size-full\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image1-30.png\" alt=\"Sales territory planning and mapping\" width=\"1440\" height=\"900\" \/><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">6. Look for ways to improve your plan<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Congrats\u2014your sales territory plan is just about done. Your goals are more than just numbers on a page. And you can see a path to how you\u2019re going to achieve them. But you may notice that it\u2019s a bit lopsided. Perhaps some of your reps are carrying too much of the workload or the quotas don\u2019t seem realistic.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The truth is, you may go through several iterations of your plan. You\u2019ll have to move leads around to different reps. For example, giving your stronger reps leads that will be harder to close, and newer reps lower value deals where there\u2019s less at stake. Ultimately, the numbers should be achievable for every rep. So take a step back and look at your plan objectively to make sure it makes sense.<\/span><\/p>\n<p>And you&#8217;ll need to make sure you have the tools you&#8217;ll need to execute your plan. For example, do you have a <a href=\"https:\/\/www.ringcentral.com\/lp\/small-business-phone-service.html\">business phone service,<\/a> <a href=\"https:\/\/www.ringcentral.com\/call-center-management.html\">call center management system<\/a>, or <a href=\"https:\/\/www.ringcentral.com\/contact-center\/interactive-voice-response.html\">IVR<\/a> system?<\/p>\n<h2 style=\"padding-top: 20px;\"><strong><a id=\"four\"><\/a> Essential tools for building your sales territory plan<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">With your plan in hand and a clear path to success, you\u2019re going to need a few tools to put things into action.\u00a0\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">Office software<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Whether you\u2019re a visual person who prefers to map out your territory plan using images and graphs or you\u2019re the type that likes to dive into every row and column of a spreadsheet, you\u2019re going to need office software to turn your plan into a document. Office software usually includes apps for word processing, spreadsheets, presentation decks, and email. The two most popular options available right now are probably <\/span><a href=\"https:\/\/www.office.com\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Microsoft 365<\/span><\/a><span style=\"font-weight: 400;\">\u00a0and <\/span><a href=\"https:\/\/gsuite.google.com\/features\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Google Workspace<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What\u2019s the difference? <\/span><a href=\"https:\/\/fitsmallbusiness.com\/g-suite-vs-office-365\/?fst=527747\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Without diving into a feature-by-feature comparison<\/span><\/a><span style=\"font-weight: 400;\">, Google Workspace is often better for small- and medium-sized businesses who are looking for a simple, elegant solution. Microsoft 365 has more robust, enterprise-grade features that can be used for more complex businesses.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">An all-in-one communications tool designed for sales teams<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">This may seem like a no-brainer\u2014if you\u2019re selling, of course you need to have a phone, email address. Perhaps you need a <a href=\"https:\/\/www.ringcentral.com\/business-phone-numbers.html\">business phone number<\/a>, a <a href=\"https:\/\/www.ringcentral.com\/office\/features\/toll-free-numbers\/overview.html\">toll free number<\/a>, <a href=\"https:\/\/www.ringcentral.com\/free-conference-call.html\">conference call services<\/a>, and <a href=\"https:\/\/www.ringcentral.com\/contact-center.html\">contact center software<\/a>, along with SMS and fax (if you\u2019re selling in industries like insurance).\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But if your reps spend any time traveling to meetings and working on the go, a traditional office phone setup isn\u2019t going to support them very well. You\u2019ll also be missing out on a few key features that are made specifically for helping sales teams.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ideally, you should have a <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/best-sales-apps\" target=\"_blank\" rel=\"noopener noreferrer\">sales app<\/a> that lets you make <\/span><a href=\"https:\/\/www.ringcentral.com\/solutions\/office\/call.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">voice calls and video calls<\/span><\/a><span style=\"font-weight: 400;\"> (especially useful if you do a lot of <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-demo-best-practices\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales demos<\/a>), send instant messages to your team, and basically communicate through any channel you need. Here are a few features to look for:\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/solutions\/small-business.html\" target=\"_blank\" rel=\"noopener noreferrer\"><b>Cloud support<\/b><\/a><span style=\"font-weight: 400;\">: Having a phone system or <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/communication-tools\/\" target=\"_blank\" rel=\"noopener noreferrer\">communications app<\/a> that works on the cloud is much better than just using a cell phone. Why? Because your reps can receive <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/inbound-calling\/\" target=\"_blank\" rel=\"noopener noreferrer\">inbound calls<\/a> and make calls from their laptops or their own personal phones (without using their personal numbers)\u2014without needing additional hardware. Plus, that same app lets you have <a class=\"waffle-rich-text-link\" href=\"https:\/\/www.ringcentral.com\/video-call.html\">video calls<\/a> and send instant messages to your team: <\/span><\/p>\n<div class=\"rc_custom_video\"><a class=\"rc_custom_video__link\" href=\"https:\/\/www.youtu.be\/EbIAZJd9rCU\">\n\t\t            <picture><source srcset=\"https:\/\/i.ytimg.com\/vi_webp\/EbIAZJd9rCU\/maxresdefault.webp\" type=\"image\/webp\"><img decoding=\"async\" class=\"rc_custom_video__media\" src=\"https:\/\/i.ytimg.com\/vi\/EbIAZJd9rCU\/maxresdefault.jpg\" alt=\"\">\n\t\t            <\/picture>\n\t\t        <\/a><br \/>\n\t\t        <button class=\"rc_custom_video__button\" aria-label=\"Play video\"><svg width=\"68\" height=\"48\" viewBox=\"0 0 68 48\"><path class=\"rc_custom_video__button-shape\" d=\"M66.52,7.74c-0.78-2.93-2.49-5.41-5.42-6.19C55.79,.13,34,0,34,0S12.21,.13,6.9,1.55 C3.97,2.33,2.27,4.81,1.48,7.74C0.06,13.05,0,24,0,24s0.06,10.95,1.48,16.26c0.78,2.93,2.49,5.41,5.42,6.19 C12.21,47.87,34,48,34,48s21.79-0.13,27.1-1.55c2.93-0.78,4.64-3.26,5.42-6.19C67.94,34.95,68,24,68,24S67.94,13.05,66.52,7.74z\"><\/path><path class=\"rc_custom_video__button-icon\" d=\"M 45,24 27,14 27,34\"><\/path><\/svg><br \/>\n\t\t        <\/button>\n\t\t    <\/div>\n<p><a href=\"https:\/\/www.ringcentral.com\/office\/features\/call-monitoring\/overview.html\" target=\"_blank\" rel=\"noopener noreferrer\"><b>Call monitoring<\/b><\/a><b>:<\/b><span style=\"font-weight: 400;\"> Ramping up new sales reps can take time and a lot of coaching. What if you could monitor your team\u2019s sales calls quietly and listen in to what they\u2019re saying to prospects? This way, you can help get them up to speed and get them booking meetings, pitching better, and closing deals faster.\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/office\/features\/call-recording\/overview.html\" target=\"_blank\" rel=\"noopener noreferrer\"><b>Call recording<\/b><\/a><span style=\"font-weight: 400;\">: Every now and then, you\u2019ll want to make an example of your agents (in the best way possible, of course). Call recording lets you capture their best calls and share them with the team, making it easier to replicate success. It\u2019s also a good way to find opportunities for coaching. Sometimes, you\u2019re also just required by law to keep records of calls with customers, so this feature might even be a must-have.\u00a0<\/span><\/p>\n<h3 style=\"color: #434343; padding-top: 15px;\"><span style=\"font-weight: 400;\">A customer relationship management (CRM) platform\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Your team will be making calls, booking meetings, and taking notes all day long. A CRM makes it a whole lot easier to remember and track all the key details about their calls and prospects, so they can close more deals.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To make things even easier, many CRMs integrate with communications tools to keep your calls and key customer details in one, well-organized place.\u00a0<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><span style=\"font-weight: 400;\">Pro-tip:<\/span><\/div>\n<p>For example, if you\u2019re using <a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-salesforce\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Salesforce, you can hook it up to RingCentral<\/span><\/a><span style=\"font-weight: 400;\"> so that you can do things like schedule a RingCentral video call from within your Salesforce account or start a phone call right from Salesforce\u2014just by clicking on any phone number:\u00a0<\/span><br \/>\n<img decoding=\"async\" class=\"alignnone size-large wp-image-44476\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/salesforce-ringcentral-integration-1024x657.png\" alt=\"salesforce ringcentral integration\" width=\"1024\" height=\"657\" \/><\/p>\n<\/div>\n<p>&nbsp;<\/p>\n<h2 style=\"padding-top: 20px;\"><strong>Ready to start building a sales territory plan?<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Making a sales territory plan may seem complicated. And in some cases, it is\u2014whether you\u2019re a large business with territories all over the world or a smaller business that\u2019s just started branching out into new regions.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The key is to not overthink things. Follow these steps, and you\u2019ll be able to identify your goals, better understand your market, know your customers\u2014and target them without breaking (too much of) a sweat. <\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Some experts say that the secret to sales success is a combination of skill, perseverance, and a good sales conversation starter. And they\u2019re right\u2014those are all important attributes for salespeople. But it overlooks what is possibly the most important factor in sales success\u2014which happens before a meeting is even booked: your sales territory plan.\u00a0 If &#8230;<\/p>\n","protected":false},"author":1221,"featured_media":58042,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901],"tags":[380],"class_list":["post-41006","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>6 steps to an effective sales territory plan<\/title>\n<meta name=\"description\" content=\"In this guide, you&#039;ll learn how to create a sales territory plan in 6 easy steps to help your sales team sell as a team\u2014and close more deals.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-territory-plan\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to create an effective sales territory plan in 6 steps\" \/>\n<meta property=\"og:description\" content=\"In this guide, you&#039;ll learn how to create a sales territory plan in 6 easy steps to help your sales team sell as a team\u2014and close more deals.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-territory-plan\/\" \/>\n<meta property=\"og:site_name\" content=\"RingCentral Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/ringcentral\" \/>\n<meta property=\"article:published_time\" content=\"2020-03-01T00:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-07-16T08:37:27+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/wp-content\/uploads\/2020\/03\/Image-Overlay-Filter.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1920\" \/>\n\t<meta property=\"og:image:height\" content=\"1080\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Marvin Varee\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:site\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Marvin Varee\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"12 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-territory-plan\/#article\",\"isPartOf\":{\"@id\":\"\/us\/en\/blog\/sales-territory-plan\/\"},\"author\":{\"name\":\"Marvin Varee\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/person\/0d5525bf0b61d7a19bc6539e2867e531\"},\"headline\":\"How to create an effective sales territory plan in 6 steps\",\"datePublished\":\"2020-03-01T00:00:00+00:00\",\"dateModified\":\"2025-07-16T08:37:27+00:00\",\"mainEntityOfPage\":{\"@id\":\"\/us\/en\/blog\/sales-territory-plan\/\"},\"wordCount\":2321,\"publisher\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-territory-plan\/#primaryimage\"},\"thumbnailUrl\":\"\/us\/en\/blog\/wp-content\/uploads\/2020\/03\/Image-Overlay-Filter.jpg\",\"keywords\":[\"sales\"],\"articleSection\":[\"Business &amp; 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