How can you balance sales territory specialization and generalization?
Sales territory specialization and generalization are two different approaches to dividing and assigning sales regions to your sales team. Specialization means that each salesperson focuses on a specific type of customer, product, or industry within a larger territory. Generalization means that each salesperson covers a smaller territory with a broader range of customers, products, or industries. Both strategies have their pros and cons, and finding the right balance can be challenging. In this article, you will learn how to evaluate your sales goals, resources, and market conditions to decide whether to specialize or generalize your sales territories, and how to adjust them over time.