Territory management is a key element in strategic planning for distributors and manufacturers who deal with a high volume of sales. Understanding the current market landscape ensures that you put forces in a way that will generate most impact and will resonate with a customer base. With efficient territory plan laid down you can maximize on high-return segments and reallocate resources to keep strategic advantage over competitors.
Below are just a few ideas on how to build a robust sales strategy within your business areal.
The first step to manage sales territories effectively is systematically categorizing your customer base and dividing the territory accordingly. Remember that each territory segment should be adequate in its size and have potential with minimal obstacles. There are several approaches to client base segmentation: by industry or by product to name a few. To avoid overlapping, assign each of your sales reps one territory for supervision. Consider the strengths and weaknesses of yours sales managers to put them in place where they will be at their best.
Your business goal should serve as a sketch from which you develop a full image by placing core objectives around it. Another practice is to break down objectives by clients, which allows you to allocate time for each customer more efficiently. Keep in mind that your field reps will be more motivated to follow the plan if they take part in its development — simple psychology 1.01.
But day-to-day routine and unexpectedly forwarded leads can easily put you off track in pursuit of your strategy. Not to get sidetracked and go on the wild chase for the lead, prioritise: you should be sure that the lead will bring long-run benefits to your company.
In sales, time is one of the most precious values at hand. Mapping sales territory and planning strategy helps you manage your time efficiently. Time related aspects include concerns about which territory to focus or which clients to meet at a specific moment, or how each territory performs seasonally. Meeting some customers just a few times a year, you should make every meeting count. To make them informative, learn as much as you can about your customers.
You should always leave some space for your business to adapt. Now and then you notice little things that you might have missed initially. Look at the new issues that arise in the process. Always keep an eye on the progress of individual reps and particular territories — change the strategy accordingly to fit in the evolving environment.
Now that you know the guidelines on how to take strategic advantage over sales territory, you might wonder what tools you could avail of to implement the scheme in your practice.
The leader among all Salesforce solutions, Sales Cloud allows you to model sales territory according to your unique parameters. The cloud-based solution allows you not only to manage territorial strategy, but also keep in touch with every rep in any place at any moment. Salesforce is number one player on the cloud computing market that delivers the best possible tools to the sales and retail industry. successful sales operations. We at WaveOC offer our profound expertise in implementation, customization and integration of Salesforce products to fine-tune these tools to your specific business needs.