You
have been assigned your sales territory for the upcoming year. Now you must
create a plan to service your customers and mine the opportunities as
effectively as possible.
Here
are three tips from sales territory management experts for doing just
that. The goal is to make the best use
of your time.
- Organize your territory by dividing it up by geography or industry or product…whatever makes the most sense. If you’re driving from one client to another, try using area codes. If you’re working with multiple industries, focus on industry-by-industry in sequence. If you’re selling multiple products, you may want to work with one product group at a time.
- Evaluate your customers in terms of who deserves or needs regular visits or calls and who rates only an occasional contact. Then set up a plan for the year and begin slotting in meetings and check-ins.
- Prioritize your schedule so that you spend the most time on those customers with the greatest potential.
