1. Obtain or create a map of your territory, and mark the location of current accounts with pins or a marking pen. Each account might be color-coded according to sales potential.

This gives you a picture of the entire territory. Many companies are using mapping software to create a territory picture that can be viewed on the computer screen. With the aid of TerrAlign (www.terralign.com) mapping software, salespeople can align sales territories by account size or geography, analyze sales information, generate maps and reports, and produce territory recommendations.23