Territory management
Know exactly which salesperson covers every dealer.
Assign dealer accounts to the right salesperson, find accounts with unclear coverage and make handovers visible when responsibility changes.
The dealer was always in the system.Nobody was responsible for them.
Neha
- Shreeji HardwareRajkot
- Apex TradingAhmedabad
- Metro ToolsVadodara
- Sagar HardwareRajkot
Ravi
- Nova DistributorsSurat
- Prime IndustrialBharuch
Unassigned
- Sagar HardwareRajkot
Nobody waiting in this example
Sagar Hardware — No salesperson assigned
Sagar Hardware — Now covered by Neha
A territory is useful when it answers “Who owns this dealer relationship?”
- A dealer calls the officeWho handles them?
- A new dealer is activatedWho follows up?
- A salesperson leavesWho takes the accounts?
- A dealer has gone quietWho should call?
Coverage should make responsibility clear before somebody has to ask.
See dealer coverage in one place.
Example coverage
- Neha
- 12 dealer accounts
- Ravi
- 9 dealer accounts
- Mihir
- 11 dealer accounts
- Unassigned
- 2 dealer accounts
Example coverage
- Shreeji Hardware
- Neha
- Apex Trading
- Neha
- Nova Distributors
- Ravi
- Metro Tools
- Mihir
- Sagar Hardware
- Unassigned
The counts are illustrative, and they are counts of accounts rather than a measure of anybody’s work. Twelve accounts is not better than nine; it is a different set of relationships.
Not every territory has to be a geographic area.
- Area or city
- The traditional one, and still the common one.
- Product line
- Where what is sold decides who sells it.
- Account type
- Where a kind of dealer needs a particular person.
- Existing relationship
- Where somebody simply knows the dealer.
- Business-defined responsibility
- Whatever your sales model actually uses.
Territory here means one thing: which salesperson covers which dealer accounts. How that coverage is assigned depends on the sales model, and it is normal for a business to use two of these at once. Whichever is used, one dealer remains one independent account with one clear owner — nothing on this page puts a dealer under another dealer.
Make unassigned dealers visible.
Example coverage gaps
- Sagar Hardware
- No salesperson
- Patel Tools
- Salesperson left
- Apex Bearings
- Coverage needs review
Each one is somebody’s next action: assign an owner, or reassign the account.
An account with no clear owner is a relationship waiting for somebody to notice it.
Make handover a process, not a contact-list edit.
From
Neha
Moving away from these accounts
To
Ravi
New owner of these accounts
- Shreeji Hardware
- Apex Trading
- Metro Tools
Carried forward
- Dealer details
- Commercial context
- Recent orders
- Open follow-ups where connected
- Important notes
- Current issues
Handover complete
What actually carries across depends on which systems hold it. A follow-up living in somebody’s personal notebook does not transfer because an account changed owner, and no software can claim otherwise.
Territory management is not salesperson performance management.
Territory management — this page
- Who covers which dealers
- Coverage gaps
- Reassignment
- Handover
- Account responsibility
Sales rep management
- Sales work due today
- Follow-ups
- Quotations
- Workload and exceptions
Neither page scores anybody. There is no ranking here, no league table and nothing that tracks where a salesperson is — coverage is a question about accounts, not about people’s results.
Sales Rep ManagementDealer activity can tell you where attention is needed. Coverage tells you who should act.
Dealer signal
- No order recently
- Behind target
- A scheme they could still qualify for
Coverage
Assigned salespersonNeha
Action
- Call
- Visit
- Follow up
The pillar tells you which dealer needs attention.Territory management tells you who owns the relationship.
Dealer & Distributor ManagementNew dealers should enter coverage as part of onboarding.
- Dealer onboarding
- Account ready
- Salesperson assigned
- Portal and ordering
An account that goes live without an owner is the unassigned row in section five, three months earlier.
Dealer OnboardingManagers should see coverage gaps — not rankings.
Example coverage
- Dealer accounts
- 34
- Assigned
- 32
- Unassigned
- 2
- Changing owner
- 3
- Sagar Hardware
- No salesperson
- Patel Tools
- Salesperson left
- Shreeji Hardware
- Changing owner — Neha to Ravi
Four numbers and the list behind them. There is no percentage here, no comparison between salespeople and nothing a person could be ranked by — the exceptions are the point, and they are all about accounts.
Where coverage is decided and used
- Dealer OnboardingWhere an account gets its first owner.
- Dealer PortalWhat the dealer sees, whoever covers them.
- Dealer Pricing & SchemesThe commercial context an owner needs to know.
- Sales Rep ManagementWhat the covering salesperson has to do today.
- Order ManagementWhere the orders those relationships produce are handled.
Can you tell who owns every dealer relationship today?
Show us how dealer accounts are divided between your salespeople. We’ll help identify unclear coverage, handover gaps and where account ownership should be made visible.