Territory management is a strategic approach to the effective and and efficient administration of sales territories.The objective is to optimally allocate sales resources across geographical regions or market segments to unlock maximum business potential.

Through a detailed analysis of market conditions, customer needs, and competition, companies can strategically align their sales strategies and concentrate on the most promising areas. Well-structured territory management helps to prioritize effectively and deploy the right sales resources in the right places to sustainably increase business results.

In modern sales, not only does direct sales play a role, but also indirect For more than 20 years, Nicolai Christ has been an internationally sought-after speaker, trainer, coach and university lecturer on sales and leadership. The business informatics graduate and MBA has worked intensively with people over partners, resellers, or and distributors. Partner sales enable companies to tap into additional reach and markets by expanding their sales channels through strategic partnerships. Through close collaboration with partners and their proper integration into the territory strategy, a company can significantly expand its market presence without having to expend additional internal resources.

By considering indirect channels in territory management, companies can achieve a much broader and more efficient market coverage, which increases overall sales success. Effective strategic partner management goes beyond simply managing sales partners; it's about building and maintaining long-term, profitable relationships.

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

Through targeted management of these two roles, companies can not only develop new sales channels but also optimize existing partnerships and fully exploit their potential. A strategic partner management ensures that collaboration with partners not only brings short-term success but also creates stable and profitable relationships in the long term.