Tool Box
Issue No. 52 - April/May 2010
How to manage sales territories
by Craig Stubing
One of the most challenging roles in selling is that of the Territory (or Area) Manager. This is because it generally combines responsibility for first-line customer relationship management with responsibility for sales results. Achieving sales budgets in this environment often requires very skilful self-management. If you are new to Territory Management here are a few tips that may help.
Treat your ‘field’ time like gold
Effective time in the field is your key to success. The more time you spend in the field - and the better you use that time - the better your results will be. Set a goal of being on time and ‘on schedule’ for your first field call every day. Don’t return to your office early; focus on using your ‘field dedicated’ time for field activity.
Don’t waste field time behind the wheel of your vehicle; group your field calls on a geographical basis to save time and save fuel. Maintain a list of ‘drop-in’ prospecting opportunities and use them to fill in between pre-arranged calls.
Keep some relevant reading in your vehicle at all times (product brochures, prospecting material, sales education books). Then, if worse comes to worst, and you have a blank spot in your day you can use the time to improve your product knowledge or your sales skills.
Break your territory down into zones
For example; Central, North, East, West, South; then create a ‘call cycle’ that allows you to work each zone on a rotating basis. Allow yourself to work ‘out of zone’ only in the event of emergencies (or when following-up major opportunities that won’t wait). Again, this will save time and fuel.
Plan ahead
Use the Ideal Week concept to schedule your field time in line with your call cycle. Use your Diary and To Do List to set up each field day. Make sure you have the relevant customer records, product information and other material you may need before leaving your office. There a...
