Territory Management is a strategic approach to effective and efficient Administration from Sales areasThe goal is to optimally allocate sales resources across geographical regions or market segments in order to maximize business potential.

Through a detailed analysis of market conditions, customer needs, and competition, companies can align their sales strategies and focus on the most promising territories. Well-structured territory management helps set targeted priorities and deploy the right sales resources in the right places to sustainably increase business results.

In modern sales, not only direct sales play a role, but also indirect Distribution above Partner, Reseller or Distributors. Partner sales enables companies to access additional reach and markets by expanding their sales channels through strategic partnerships. By working closely with partners and properly integrating them into the territory strategy, a company can significantly expand its market presence without having to invest additional resources of its own.

By incorporating indirect channels into territory management, companies can achieve much broader and more efficient market coverage, increasing overall sales success. Effective strategic partner management goes beyond simply managing sales partners—it's about building and maintaining long-term, profitable partnerships.

In this context, different approaches play a role: Hunter focus on identifying and acquiring new partners and business opportunities, while farmer are responsible for further expanding, maintaining and maximizing existing partnerships in the long term.

By managing these two roles effectively, companies can not only open up new sales channels, but also optimize existing partnerships and fully exploit their potential. strategic partner management ensures that cooperation with partners not only brings short-term success, but also creates stable and profitable relationships in the long term.