Sales
territories will never be absolutely equal in potential…but you should try your
best to make them so. Understand where the potential for business is and send
your sales force in the right direction to take advantage of the opportunities.
Here,from sales territory management experts, are 3 guidelines on how to design and
manage your plan most effectively.
1. Know what you need to know. Get good data and analyze it for maximum overall productivity. You need to keep records of sales and track, record and analyze them to come up with the facts that should guide your decisions.
2. Truly know your clients. To keep this less of a guessing game about who will buy, how much and when, group your customers into 3 levels:
·
Those
you can depend upon for revenue without too much effort
·
Those
who are likely to buy with more effort
·
Those
who are unlikely to buy and don’t deserve the effort
Now your sales force can spend their time
more productively.
3.
Review the
territories at least annually for any changes that should be made.
