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Essential tips for outstanding territory management

Written by: Paul Butler

Article Overview: Just started a new sales role and your thinking where do I start, it's a problem everybody faces at one stage or another. The key is to work out what customers you need to visit first, it's a case of who's hot and who's not, maximising your time is essential. You need to hit the floor running, hopefully these steps will you do just that.

Essential tips for outstanding territory management

Here we go:
Get your account listing
Establish what proposals have been submitted and confirm opportunities within account.
Split them into users and non-users
Break them down into sectors, example: retail, finance, government, etc
You should now have a concise listing in less than a couple of days of being on territory
Understand the key drivers within the different sectors and how your products meet their drivers.
Send out intro letters, highlighting how you can help your customers meet their drivers.
Visit all your hot accounts, proposals in, etc.
Use marketing tools to engage all the others and visit as soon as possible.
The rest is up to you and do not forget to learn the strengths of your product.
Be relentless with your activity, get in your customers faces, show them you mean business.
At all times be professional, enthusiastic and be as credible as you possible can, that's the key.
Have fun as always regards, PJ

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Article Tags: couple of days, different sectors, faces, finance government, intro letters, marketing tools, proposals, retail finance



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