If you’re running a field sales team, you know the headache: reps tripping over each other, leads getting missed, or the same few folks cherry-picking the best areas. Good territory management fixes that. This guide is for anyone using Salesrabbit who wants a no-nonsense, step-by-step plan for setting up custom sales territories that actually work in the real world.
Let’s skip the sales pitch. Salesrabbit’s territory tools are solid, but they aren’t magic. If you want clean territories—without hours of frustration or a map that looks like spaghetti—read on. I’ll walk through exactly what you need to do, what to watch out for, and when to just say “good enough” and move on.
Why Custom Territories Matter (and Where People Go Wrong)
Before we dive in, let’s get real: territory management isn’t about drawing pretty lines on a map. It’s about giving your reps a clear, fair shot and making sure leads don’t fall through the cracks.
But here’s where most teams screw up: - Overcomplicating things. More boundaries = more confusion. - Ignoring real-world factors. A zip code boundary won’t help if there’s a river, a highway, or a neighborhood your reps always avoid. - Never updating. Your city changes. So should your territories.
Salesrabbit can help, but only if you’re clear about what you want and keep it simple. Ready to get started?
Step 1: Prep Before You Click Anything
Don’t rush into the app yet. A little planning now saves lots of headaches later.
Start with: - A map of your area. Google Maps works, but printouts can help for brainstorming. - Your team size & coverage goals. Are you splitting by rep, by team, or by lead type? - Any natural boundaries. Highways, rivers, neighborhoods, apartment complexes, etc. - Known “problem spots.” Are there gated communities, industrial areas, or zones you want to skip?
Pro tip: If your team is new or you’re expanding, start simple. You can always add more complex boundaries later.
Step 2: Access Salesrabbit’s Territory Management
Now let’s open up the tools.
- Log into Salesrabbit.
- From the dashboard, look for the “Territories” or “Map” tab. The exact name can change depending on your Salesrabbit version.
- Click to open the territory management screen.
You’ll see an interactive map—this is where you’ll draw and manage your sales areas.
Step 3: Drawing Your First Custom Territory
Here’s where most people get intimidated. Don’t be. The tools are basic, but they get the job done.
- Choose “Create Territory” (or similar button). Usually it’s prominent in the upper corner.
- Give your territory a clear name. Use something obvious—“North of Main St.” beats “Team 3.” Trust me, you’ll thank yourself later.
- Draw the boundaries. Use the polygon or free-draw tool. Click to drop points; double-click to finish.
- Zoom in. The more you zoom, the more precise you’ll be.
- Follow natural or logical lines. Don’t just draw rectangles unless your city is a grid.
- Don’t overthink it. If you mess up, you can adjust points or redraw.
- Save. Always save before moving on.
What works: Drawing territories that match how your reps actually drive or walk.
What doesn’t: Trying to make every territory exactly the same size. Population and opportunity matter more than square miles.
Step 4: Assigning Reps to Territories
Blank territories won’t help anyone. Time to give them owners.
- Select the territory you just made.
- Look for an “Assign User” or “Assign Rep” button.
- Pick the team member(s) responsible for this area.
- You can usually assign multiple reps, but be careful—overlapping assignments = confusion.
- If you’re using teams, assign the whole team rather than individuals.
- Save your changes.
Pro tip: Keep assignments visible to everyone. Transparency cuts down on “poaching” or accidental double-coverage.
Step 5: Review and Adjust
Once you’ve drawn a few territories, zoom out and review: - Are there gaps? Make sure every good area is covered. - Any overlaps? Overlaps can cause turf wars and wasted effort. - Does the workload look fair? If one rep got all the high-density neighborhoods, revisit your plan.
Salesrabbit lets you edit boundaries easily: - Click on a territory - Drag points to adjust lines - Add or remove points as needed
Don’t obsess over perfection. Territories are living things—they’ll need tweaks as your team grows or as you notice issues in the field.
Step 6: Importing Leads or Data (Optional but Useful)
If you have existing leads, customer lists, or demographic data, you can usually import these into Salesrabbit and see how they match up with your territories.
- Use the “Import” feature (usually accepts CSV or Excel).
- Map data columns (e.g., address, customer name).
- Once imported, leads will show up on your territory map.
This lets you spot patterns—for example, if one territory has way more leads than the others, it might be time to redraw things.
What to ignore: Don’t stress about importing every scrap of data. Focus on what helps reps take action in their patch.
Step 7: Set Rules, Notifications, or Limits (Optional)
Depending on your Salesrabbit plan and settings, you can sometimes set permissions or notifications:
- Lock down boundaries. Prevent reps from changing territories on their own.
- Set lead assignment rules. Make sure new leads automatically go to the right territory.
- Turn on notifications. Get alerted if two reps are working the same patch.
These tools can help, but don’t go overboard. Too many rules can slow your team down. Start simple, then add structure as problems come up.
Step 8: Field-Test and Iterate
Send your reps out. Over the next week or two, watch for: - Complaints about overlaps or confusion - Dead zones nobody wants to work - Areas with too many or too few leads
Fix what you see. Adjust boundaries, rebalance workloads, and don’t be afraid to merge or split territories if things aren’t working.
Honest take: No map survives contact with the real world. Expect to tweak your territories a few times before things settle.
Pro Tips and Pitfalls to Avoid
- Don’t chase perfection. Close enough is good enough. Focus on clarity and fairness.
- Keep a backup. Before making big changes, export your territory map (screenshots work).
- Ask your reps for input. They know the area better than HQ ever will.
- Update regularly. Set a calendar reminder to review territories every quarter.
- Watch out for hidden bias. Avoid always giving the same rep the “best” neighborhoods.
Wrapping Up: Keep It Simple, Stay Flexible
Sales territory management isn’t rocket science, but it pays to keep things simple. Use Salesrabbit to draw clear, logical territories. Assign them fairly. Don’t be afraid to tweak as you go. The tools are only as good as the thought you put in before you start clicking.
Territories are supposed to make your life easier, not harder. Get something working, hit save, and let your team get to work. You can always adjust as you learn what’s working (and what isn’t) in the real world.