Managing the Sales Territory Effectively

Guest post by: Todd Willard
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Why Benchmark? - By Todd Willard

One of the key ingredients to being a successful sales professional is to be able to manage your territory effectively. Whether you have an assigned territory (assigned accounts to sell into and manage) or a totally open territory to prospect, it is critical to follow some characteristics of territory management.

In the course of a week, when setting appointments, ensure that you set the appointments from a geographical perspective that is most efficient. Unfortunately, I have worked with sales reps that will schedule meetings in different areas of town on given days with the intent of padding the mileage expense report.

Track your activity on the sales territory by utilizing a sales automation tool. There are many types of automation tools that can be utilized - if not supplied by your company. An example of one that could be used is SalesForce.com. There are certainly many other sales territory management tools can that be implemented. These can be invaluable tools to help make you more effective in your sales generation initiatives.

Manage your opportunities in your funnel or pipeline effectively by continually reviewing your opportunities and movement through your funnel. If no activity on given opportunities are occurring, remove them from your funnel. You can always "archive" the opportunity if it comes to life again, but you must stay current in the terms of the opportunities. This will help you more effectively forecast from a revenue perspective as well.

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Why Benchmark? - By Todd Willard

About the Author: Todd Willard

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exceltrain, inc. is a sales training and business consulting firm specializing in executive level sales training along with executive coaching and business consulting services.
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