We
put “fences” around sales territories to help to better serve, manage and grow
client accounts.
Wouldn’t
it be great if as salespeople we could just coast from one success to another, enjoy
the accolades and revenue, and never have to spend so much time planning and
organizing? But, if we really want to succeed, we need to stay on top of the
day-to-day details. We need to exercise some discipline…especially if we are
managing a large territory.
Here are some tips from sales territory management experts. Follow them and you will
be much more likely to reap the benefits…sale after sale.
·
Organize and prioritize territories
so your salespeople can minimize their non-productive time on the road, doing
admin, or meeting with unlikely-to-buy customers.
·
Plan the best way to
service your accounts (frequency of phone calls and in-person visits) and
prioritize according to their performance, potential and fit.
·
Take advantage of
referrals…both
external and internal to protect and grow your account and territory share
based upon your success.
·
Be Strategic by keeping the big
picture in view in terms of your customer’s customers and how they buy rather
than just ticking to-do’s off your sales list for your
perspective.
·
Have a clear
objective
for each internal and external meeting that aligns with your overall sales,
territory and account strategies.
· Don’t neglect to summarize each interaction to record follow-up actions, new contacts and next steps.
