Sales Territory Management Best Practices

The Link Between Sales Territory Management & Customer Loyalty

2011-03-28T16:11:00.000-07:00

In a recent sales territory & management quarterly poll, 36% of sales folks stated that "ensuring the best customer loyalty and satisfaction" was keeping them up at night.

A 5% increase in customer service loyalty can boost profits by as much as 25% to 85%. Research has shown that satisfied clients lead to greater profitability and growth.

Read more about some of the best sales territory management programs, practices and make the link between industry leading business sales and service...

How clear is your sales territory plan?

2011-03-20T18:11:00.000-07:00

Consider the following:

Are your best sales territories reaching their full revenue and market share potential?
Do you understand the strengths and positioning of your sales territories?
Do you have a clear strategic account plan to penetrate and insulate your key sales territories?
Are you investing your resources wisely by sales territory?
Are you getting the desired ROI from each sales territory?

Unless you can answer "yes"to all the questions below, you may want to examine your approach to Sales Territory Planning and Management.

Search for the Right Sales Territory Management Resource. Right Now.

2010-12-29T06:00:00.000-08:00

Introducing a powerful new Search Tool to help you track down the right Sales Territory Management Training & Best Practice Resource right now. Search this blog and the vast collection of corporate training communities and related best practice blogs with a single click.

Step 1 - Locate the Search Tool to the right of this post

Step 2 - Type your keyword search phrase. eg. Performance Culture

Step 3 - Click Search

Step 4 - Review the results, sorted by:

This Blog | Sites Linked to this Blog | Recommended Blogs

See illustration below. Enjoy.

Sales Training Research Study Results

2010-09-29T10:04:00.000-07:00

Over the course of the past 12 months, we conducted an online research study where visitors to our website were anonymously surveyed across an area of topics related driving sales performance through investments in human capital. In particular, one such survey asked respondents the following question:

What Sales Territory Management Issues Are Keeping You Awake at Night?

From a list of predefined responses, here are the results for your viewing pleasure.

Getting new clients--43%
Expanding current clients--22%
Increasing margins--13%
Selling bigger deals--19%
Other--3%

How would you answer the above question regarding business sales training, territory management best practices etc.?

Sales Territory Management Best Practice Resources

2010-05-02T08:30:00.000-07:00

From time to time, we like to provide visitors and subscribers to this blog with a refresher on where they can find helpful resources devoted to best practices in the area of Sales Territory Management Performance, and related areas.

We hope you find these resources insightful and relevant:

Enjoy!

Boosting sales coaching skills to drive improvements in sales territory management practices

2010-03-31T03:03:00.000-07:00

Below is an abstract of a white paper focused developing the sales coaching skills of managers. You may be surprised what this may translate into, such as, improved sales territory management results across the sales team.

Creating effective new managers in the sales organization has been a long-term problem for many organizations. One thing is certain, without sales coaching, reinforcement of any sales territory management methodology becomes very difficult. In our experience, you must have both proper sales territory management training as well as a practical and easy-to-deploy sales coaching programs to be successful.

"Coaching" brings to mind many different types of activities. Our focus is that of "continual engagement" with the customer to accomplish several different objectives. Our success stems from our extensive experience in sales and sales management whereby we have "lived" the concept of coaching on a long-term basis. Our belief is that without coaching, reinforcement of any methodology becomes very difficult. In our experience, you must have both proper training as well as an appropriate methodology to be successful.

Best practices for sales performance coaching include:

1. Continual employee engagement = continual reinforcement
2. Work with each individual’s style
3. Look at each situation dispassionately
4. Download the entire sales coaching white paper PDF...

Use the News to Create Opportunities in Your Sales Territory

2009-11-02T10:34:00.000-08:00

Follow the news about companies in your sales territory closely. Watch for changes—because changes create business for you. Once a change hits your radar screen, extend your research immediately, collecting as much information as you can. Sometimes you might have to wait awhile before the selling the value of your products or services makes sense. Other times it's immediate.

These events have cascading effects throughout an organization, causing many decisions to be revisited, new priorities to emerge, and new needs to come to the forefront.

Read the whitepaper