Territory Management

As a sales manager, managing your sales territory is one of the most important aspects of your job.  Having an effective territory management plan in place is crucial and can have a major impact on sales performance. By delegating work in an organized and efficient manner, your sales reps are able to follow and implement a structured plan that is easy to understand and can be adjusted as you go. In this blog, we will be sharing 11 sales territory management tips that your reps can use to start working as efficiently as possible in a way that maximizes....

The most overwhelming part of being an outside sales rep is building a brand-new territory from scratch. Managing a territory is like running a business: you’re the one who decides if your territory succeeds or fails—and there are no days off. Your territory plan is a blueprint explaining how you’ll turn your region into a profitable operation. Your plan needs to demonstrate that you can develop a territory like a top outside sales rep with the right tools at your disposal.  A common mistake is thinking that you can improvise instead of creating a detailed sales plan. These are....

The average field sales rep drives about 2,000 miles per month.  A field sales rep that uses route optimization software would drive only 1,600 miles.  That’s 20% miles less, each month! In terms of money, that’s $852 saved each year.  In terms of time, the average field sales rep using route optimization saves 540 hours per year. Most traveling intensive industries (such as outside sales and delivery services) waste enormous amounts of time and money planning/driving routes every year. So, what can you do differently?   The answer is route optimization. Say that you’re a field salesperson. By using route....