Territory management can be a difficult job. Coupled with the long hours and the countless miles traveled, this is perhaps one of the most grueling jobs in the world. By following these steps you will become aware of how you can properly manage your territory and improve part of your sales process.
Know Your Clients
The majority of regions are made up of similar people and similar businesses. This means that in order for you to be successful you need to understand the people and speak the same language. A great example would be the fact that you are not going to deal with a person from New York the same way that you deal with a person from Oklahoma City.
Set Realistic Goals & Achieve Them
Another great way to find success as a territory manager is by setting goals for your sales. Many people will call this a quota. It is important that your goals be difficult but attainable. If you set your goals to high you run the risk of burning out or even losing interest. Complete all of your goals in a timely manner, set specific datelines, and follow through. Balance and timing will create a smooth process in achieving all of your objectives. Set a realistic goal and work towards making the goal a reality.
Always Have a Strategy
Do you have a sound business strategy? This is one of the most overlooked aspects of selling. It is very easy to set out a parameter of where you will go and what you would like to see happen. But how are you going to make the dream a reality? Without a proper strategy for implementing your techniques you will not realize success. Always have a daily, weekly and monthly set strategy in place before you attempt to manage your territory. A set strategy will make your goals manageable and keep you from stressing out about what needs to be done because you know what your strategy is.
Network & Follow Up
Finally, are you maintaining a running list of potential new clients? If you are not making new contacts then you are planning for failure. A business is only as successful as its next client. It is easy to ride the wave of status quo but that will not lead to new accounts. Continue to attend networking events, new business meetings and ask for referrals when appropriate.
If you are looking for ways to properly manage your territory and take your business to the next level, invest in sales training or sales coaching.
person who can grab attention, maintain a conversation, and make the other person feel like all their attention is being given directly to them is a real salesperson. Fulfilling the need of every person to be heard is what makes great salesmen. Your customer wants to know that they matter to someone else. If you are a smart salesperson, you will be that someone else. And the sale is yours.
minutes to pitch your sale to your potential customer. Are you going to blow it rambling on about something that may or may not matter? If you can’t communicate clearly then you have already lost your sale.
you if you can’t be trusted. If a customer comes to you with a complaint, they should feel reassured that you are handling the problem, and they can count on you to get the job done. In addition to that, if you are selling a product or a service then you need to be able to stand behind that product or service. If you can’t, your ability to sell will suffer tremendously.
customer wants to know where the part number 11,342,051 was made, then you need to know exactly where that part was made and preferably the workers name who made it. Now this is an extreme example, but this is the mark of an outstanding salesperson.