Territory planning sounds simple… until it isn’t.
Done well, it aligns your sales team with opportunity. Done poorly, it leads to missed leads, duplicate efforts, and internal confusion. Too often, it lives in a spreadsheet that doesn’t reflect the way the market or your team actually works.
If you want a sales team that’s proactive, focused, and accountable, your territory plan needs to be backed by data and built into your systems. That’s where your CRM should lead.
Why Territory Planning Matters More Than You Think
Poor territory planning causes more friction than most teams realise. High-potential accounts fall through the cracks. Reps spend too much time travelling and not enough time selling. And no one’s entirely sure who owns what.
A territory plan isn’t just a map. It’s a strategy to balance workload, ensure coverage, and give both reps and managers clarity on where to focus.
What “Good” Territory Planning Looks Like
A strong territory provides:
- Clear ownership so every rep knows what they’re responsible for
- Balanced workloads based on volume, value, or potential
- Contextual filters for things like account type, sector, or activity
- Flexibility to adjust when your team or customer base changes
- Visibility for managers to track and support performance
It’s not just about regions. It’s about building a system that supports better decisions.
How BuddyCRM Helps You Do It Better
Here’s how BuddyCRM helps you move from a static map to a living, working strategy.
📍 Visualise Your Customer Base
Use BuddyCRM’s Google Maps integration to plot accounts in real time. See where leads and customers are concentrated, grouped by region, industry, or status. No more guesswork–just a clear picture of what’s happening on the ground.
🎯 Filter by What Matters Most
Plan territories using any combination of fields in your CRM. Filter by rep, deal value, account type, or activity history. Use advanced search and segmentation tools to define territories based on business logic, not just geography.
📁 Save Territory Views for Easier Oversight
Once you’ve defined territories, save them as custom views. Reps can focus on their assigned patch. Managers can see regional pipelines at a glance, compare performance, and step in when needed.
🔁 Assign and Adjust with Ease
BuddyCRM makes it easy to reassign accounts and opportunities, either individually or in bulk. As roles shift or teams grow, you can update ownership directly from the pipeline without disrupting workflows.
📊 Plan Based on Actual Capacity
Use CRM data to identify workload gaps. See who’s overburdened, who has capacity, and where new hires could have the most impact. Build your plan on facts, not assumptions.
Better Territories, Stronger Results
Effective territory planning leads to more than tidier lists. It drives performance. Reps know what to focus on. Managers spend less time chasing updates and more time coaching. Customers get a smoother, more consistent experience.
And because BuddyCRM keeps your plan live in the system (i.e. not locked in a spreadsheet), it stays relevant as your business evolves.
Ready to see how BuddyCRM helps you balance sales workloads and uncover new opportunities?
Book a demo today and start building territories that drive results.