How often should sales managers review their territory structure?

Sales managers should review their territory structure once a year to ensure that it remains aligned with the evolving market conditions, company goals, and sales strategies. An annual review allows managers to assess performance metrics, market changes, customer feedback, and sales rep productivity. This frequency strikes a balance between being proactive in making necessary adjustments and giving enough time for changes to take effect and show results.

Reviewing too frequently, such as monthly or every six months, could lead to unnecessary disruptions and fatigue among the sales force, hindering their ability to build relationships with clients and execute long-term strategies effectively. Conversely, reviewing only once every five years may not adequately address the rapid changes in market dynamics and customer expectations, potentially leading to missed opportunities and stagnation in growth. Thus, an annual review is the optimal approach for maintaining an effective and responsive territory structure.