5 Critical Success Factors for Proper Territory Management

If you are one of the many people who make a living based on your ability to make a sale, then there are many things that you need to pay attention to. While the list that you need to keep in your mind is rather long and extensive, this list is going to highlight five of the most critical factors that can lead you to success as a salesperson. 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 this guideline you will become aware of how you can take advantage of your abilities and how you can improve your sales pitch.

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As a salesperson you invest your time in a plethora of ways. From board meetings to driving time, you have little time to devote to the actual process of making contacts and securing a new sales contract. One of the best tips for increasing your success is by maximizing your time. This could mean multitasking on your lunch break or even skipping lunch all together. To properly increase your efficiency you need to manage your time wisely.

Additionally, your sales region is a breeding ground for success. 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. Know your clients.

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. Set a realistic goal and work towards making the goal a reality.

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 sound strategy for your clients and for yourself.

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.

Resource Box: If you are looking for ways to take your business to the next level, invest in some training from the experts at salescoach.us.

About admin

Doug Dvorak is a certified sales trainer, management consultant and corporate humorist. Doug holds a Bachelor of Arts degree in Business Administration and a Master of Business Administration in Marketing Management. But Doug’s sense of humor is no less refined, as he is a graduate of the Player’s Workshop of the Second City, one of the oldest and most prestigious improvisational comedy schools in the world.
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