How to Manage Your Sales Territory

How

to manage

your

sales territory

with Steve Benson

Badger Maps

www.badgermapping.com

https://www.badgermapping.com/?utm_source=TerritoryManagement&utm_medium=Footer&utm_campaign=Slideshare

Sales territories ensure effective usage of salespeople

Effective allocation of resources and time

STUDIES SHOW THAT PROPER SALES TERRITORY MANAGEMENT IMPROVES SALES PERFORMANCE as it ensures ...



However...

...many sales managers and sales reps

overlook the importance of proper sales territory management.



Effective way to divide up a company’s salesforce

What is Sales Territory Management?

… by assigning customer groups to individual sales reps.



Usually, sales territories are defined by

What is Sales Territory Management?

Competitive activities

Sales history

Geographic location Customer names

Sales potential

Or other metrics



Major BENEFITSof proper

SALES TERRITORY MANAGEMENT

3

Increasecustomer satisfaction

Optimize Market Coverage

Increase

Sales

Productivity



A good territory structure will

Reduce travel time and costs

Increase customer satisfaction1

Every interaction with customers impacts their experience with your product & in turn affects customer satisfaction.

Allow you to spend more time interacting with customers

Allow you to foster strong customer relationships



Increased selling time & targeted customer relationships

CUSTOMER SATISFACTION

REPURCHASE INTENTIONS

CUSTOMER LOYALTY

POSITIVE WORD OF MOUTH

= EXTENDED CUSTOMER BASE

Increase customer satisfaction1



InfoQuestwww.badgermapping.com

YOU will get 14 TIMES MORE REVENUE

from a“TOTALLY SATISFIED

CUSTOMER” THAN FROM A

“SOMEWHAT DISSATISFIED” ONE.

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Optimize Market Coverage2

When managing your territory you need to take into account the quality of leads.

Don’t over-service low-potential accounts & don’t under-service high-potential leads.

This helps you prevent wasting time and efforts on low-potential accounts.

Improve market coverage through better targeting and detect customer coverage gaps that need to be filled.



of opportunities lead to “no decision” - CSO Insights

60%

Sales teams are experiencing low rates of converting leads to decisions.

Increase Sales Productivity3



Prioritize your work to maximize selling momentum

That’s why it’s so important to add VALUE to your customer conversations

Spend more time in front of your customers to learn more about their pain points and provide a relevant value proposition

Achieve higher conversion rates with better buyer/seller conversations ur sales team will achieve



HERE

Learn why BALANCED Sales Territories are beneficial to your sales team

CLICK HERE


https://www.badgermapping.com/blog/why-you-should-balance-your-sales-teams-territories/?utm_source=TerritoryManagement&utm_medium=Blog&utm_campaign=Slideshare

https://www.badgermapping.com/blog/why-you-should-balance-your-sales-teams-territories/?utm_source=TerritoryManagement&utm_medium=Blog&utm_campaign=Slideshare


6 steps to effectively MANAGE your sales territory

Understand your customers

Prioritize

Remember the big picture

Leverage your network

Review and realign

1

2

4

5

6

Master your rotation plan

3www.badgermapping.com


Prioritize




Review and realign

2

34

5

6Understand your customers

1

Segment your customer base

… to get a concrete view of the territory you are serving.

… to give the appropriate amount of attention to different customer types.



Classify your customer database


1

Prioritize




Review and realign

2

34

5

6 What types of customer accounts do you already have?

What prospects do you want to service in the future?

Which clients need to be serviced more frequently?

What is their preferred method of communication?


http://www.badgermapping.com

Managing sales territories is a balancing act between time & exploiting opportunities

MAKE SURE YOU USE YOUR TIME WISELY




Review and realign

34

5

6


1

Prioritize 2

Prioritize 2

Identify who requires MORE or LESS attention

Prioritize your schedule and delegate efforts accordingly

&www.badgermapping.com


Focus on your most valuable accounts

Estimating sales potential for your accounts is a good way to prioritize your efforts and spending your time with the right customers.

Invest your time in leads that are more promising, so you don’t pursue a dead end.



SALES POTENTIALfor your accounts will give an impression of their maximum possible spending with your product

Try to find out:

How much are current customers spending on your product(s)?

For estimating sales potential, consider employee count, industry type, past sales, marketing momentum, growth opportunities, etc.

What is their buying power?

Are there any “white spaces” that you can “fill”, i.e. unrealised opportunities?

Keep in mind, that sales potential gives you a better understanding of

how much money a customer is likely to spend on your products in the future.

Don’t assume you will capture all of it!

It is not possible to accurately capture all the

factors influencing a customer’s actual spending in the future.





Review and realign

4

5

6


1


3

Once you have categorized your clients, you can start to craft amaster rotation schedule

Prioritize 2



Follow a predictableroutine to establishaccountability checkpoints.

REDUCE common “end-of-quarter” stress

Solidify your schedule at the beginning of the sales quarter.

Map out your plan of attack, a sequence of touching base with your customers.

SIMPLIFY your sales territory management



Prioritize



Review and realign

2

3

5

6


1


4

Disappointment is a reality of sales.

BUT "if you learn from defeat, you haven't really lost."

Zig Ziglar



If I only got that sale...

Don’t sacrifice opportunities by mourning for that one lost sale.

Move forward and get ready for your next deal. ● Take rejection as a chance to do it better

next time● There are always bigger fish out there for you

to pursue



Prioritize


Review and realign

2

3

6


1


4


5

The relationships you foster throughout your sales process are critical to salesterritory management.



“Loyal

customers,

they don’t just come

back, they don’t simply

recommend you,

they insist that their

friends do BUSINESS

with you.”

Chip Bell

If you pay enough attention to your existing clients, youmay ultimately strengthen your sales network &contribute to your customer base.

Cultivating bonds with customers couldeventually connect you with other potential LEADS.



Prioritize


2

3


1


4


5

Review and realign

6

Market dynamics cannot be kept outside the borders of your sales territory.

Therefore, you will need to review& occasionally refine your plan of action



Respond to changing business or market situations, such as new product launches, new target markets, etc.

Who are your strongest customers? Are you still on track to

hit your overall goals? What prospects do you want to add to your accounts?

What techniques helped you to close deals?

What is the best sellingproduct?



PERFECT!

DEAL?

Looking for NEW strategies to win more deals?

HERE

Get a FREE Course


https://www.badgermapping.com/learn-advanced-negotiation-closing/?utm_source=TerritoryManagement&utm_medium=ECnego&utm_campaign=Slideshare


