Separate new prospects, inactive dealers and active accounts. Give each account one stable identifier, one primary action owner and a dated next step. Compare territories using the same entry cohort and observation window, while retaining open cases and stated cost exclusions.
Keep three account jobs separate
A new prospect may need a range introduction. An inactive dealer may need an old complaint resolved. An active dealer may need replenishment. Record the job before assigning a visit.
| Account group | Evidence | Example action |
|---|---|---|
| New prospect | Customer fit, buyer and buying date | Send the requested range, then confirm a meeting |
| Inactive dealer | Last completed order and unresolved issue | Resolve a replacement before asking for an order |
| Active dealer | Order pattern and pending supply | Confirm requirement and available stock |
Microsoft’s lead-qualification documentation distinguishes prospects from opportunities. It does not validate a revenue-prediction or visit-priority algorithm.
Resolve duplicate ownership before assigning work
Give each dealer one stable account identifier within the agreed company scope. When duplicate names are found, link them for review rather than deleting history. Keep one primary owner for the current next action; other salespeople can retain their recorded contributions.
“Visit kiya” records activity. “Buyer asked for samples by Thursday; Meera owns the send” records progress. Close unsuitable, duplicate or no-current-need cases with a reason and review date.
Compare the same territory cohort
This fictional comparison follows prospects first qualified from 1–30 June 2026 through 31 August 2026. A prospect remains in its entry cohort even if the first order arrives later. Open cases stay in the denominator.
| Measure | Territory A | Territory B |
|---|---|---|
| Qualified in June | 20 | 10 |
| First order by cut-off | 4 | 3 |
| Open at cut-off | 6 | 2 |
| Closed without order | 10 | 5 |
| First-order conversion | 4 ÷ 20 = 20% | 3 ÷ 10 = 30% |
| First-order contribution before travel | ₹24,000 | ₹18,000 |
| Direct visit cost | ₹8,000 | ₹2,000 |
| Contribution after direct visit cost | ₹16,000 | ₹16,000 |
Territory B’s rate is higher, but its cohort is smaller. Both leave ₹16,000 before staff time, overheads, unpaid bills and future repeat business. The table compares this cohort only; it does not prove one territory is better.
Define a repeat order without counting a split twice
A repeat order is a distinct commercial order accepted after the first order, not another dispatch or invoice created to complete it. A cancelled first order does not become a won account. Record returns separately and disclose the observation window.
For inactive dealers, measure reactivation separately from new-dealer conversion. Easier reactivations must not inflate acquisition results.
Build a weekly list from owner-chosen criteria
The owner chooses the rules. This fictional example orders visits by a dated customer commitment, unresolved service issue and viable buying conversation. It is a work queue, not a revenue score.
| Order | Account | Reason now | Primary owner and action |
|---|---|---|---|
| 1 | Active Dealer K | Replacement promised Tuesday | Meera: confirm replacement before asking for an order |
| 2 | New Prospect P | Buyer requested samples for Wednesday review | Arun: deliver agreed samples and record response |
| 3 | Inactive Dealer R | No dated commitment; next buying date unknown | Meera: call to establish need and review date |
Group nearby visits only after each visit has a useful purpose. The fields needed are account ID, group, entry date, state, next action, owner, due date, outcome, order reference, contribution basis and visit cost.
Dhandha GPT’s current Empire connector should not be assumed to contain a full CRM or territory-planning system. Ask whether your records support the question, naming your software and the fields you maintain.
Questions you might ask
Should I rank sales territories by turnover?
Turnover is one measure. Also compare contribution, visit effort, collections and repeat orders using consistent definitions and periods.
Should inactive dealers be mixed with new prospects?
No. Reactivation and acquisition have different starting points. Keep their next actions and conversion measures separate.