Strategic Sales Territory Management

Overview

Where are you going, how often and why? Over decades of experience working with salespeople around effective territory management, we’ve repeatedly asked these questions. Typically, we find that salespeople engage in what we call “Random acts of madness”, which involve reactive, ineffective sales calls based on nothing other than poor habitual sales behaviour. Effective sales territory management is the backbone of a successful sales operation. However, this is challenging for most salespeople because they’re trying to navigate complex territories, prioritise customers, monitor market dynamics, manage their time efficiently, use data and technology effectively, collaborate with their teams, and balance short- and long-term goals. So, it’s not easy!

This topic addresses the barriers to profitable growth and support and challenges salespeople to think differently. We help them understand the notion of strategy and how this affects how they should go to market. We help sellers understand productivity and what drives it. This leads to rich insights and awareness around effectively planning, organising and executing their efforts within their designated sales territories. Salespeople benefit hugely as they develop their understanding of the key theoretical constructs and build a practical tool kit that they can apply in their businesses to maximise profitable growth through a growing customer portfolio.