I was asked recently by a long-term client, “What makes the difference between an average sales organization and one that is world-class?” Great question – and one that deserved some forethought to answer. So, after a few long flights and a couple of days of contemplation I shared the outline below with him. I’ll be […]
Category Archives: Territory Management
Segmentation Strategy: Do You Know Where Your Gun is Aimed?
Assume you are about to go hunting on 500 acres of land that is split into parcels with a different kind of animal in each parcel (i.e. squirrels in one parcel and Moose in another).
Should You Have a Territory Management Plan?
It’s likely obvious which approach I advocate – the proactive approach! In essence, if you’ll take the time and effort to develop a plan or a road map for how you will: Maximize your business with your current accounts, Focus your time on the right “new” accounts – and the likely solutions that would most benefit them, And allocate your time on your calendar to achieve these results. The absence of a territory management plan is purely reactive – and it doesn’t work well for most.