How can you best manage your sales territories? Here are seven steps you can use to get the best results from each sales territory.
1. Establish a process.
Determine how you will establish and monitor the progress of territory plans each quarter. A clear set of action steps helps each member of the team understand what’s expected as the quarter unfolds. This includes having territory managers:
create and update territory plans
and review the plans at the regional and then national levels.
Support, marketing, and other functions should be included in review sessions as appropriate. In addition, you need to include steps to maintain continuity from quarter to quarter, such as working on territory, account, and opportunity plans that take longer than one quarter to implement.
For more details on the implementation of the process across the quarter, see our Manager’s Checklist for Territory Planning.
– See the article on Selling Power Blog.
Here are the other 6 steps:
2. Review significant trends in your territories and vertical markets in the past quarter or year.
3. Set goals for the quarter or year.
4. Review territory alignments and make adjustments.
5. Help each territory manager and salesperson create individual territory plans.
6. Link the plan to your sales strategy.
7. Execute action plans.
When you plan your territories correctly, it greatly enhances your probability of success. As the legendary college football coach Paul “Bear” Bryant said, “It is not the will to win that matters. Everyone has that. It is the will to prepare to win that matters.”
– See the article on Selling Power Blog.Tags: sales management, territory management, territory planning, territory planning best practices