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.