Territory Business Plan

Territory Business Plan-31
The growth strategies should reflect the sales representative’s broader goals for the territory.

The growth strategies should reflect the sales representative’s broader goals for the territory.

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Once a sales representative has been assigned a territory, the real work begins: the sales representative must begin reaching out to current customers, as well as potential customers and creating the necessary momentum to expand business in that territory.

And as most experienced sales representatives have found, the best approach to successful sales is territory planning.

Unfortunately, many growing companies under-staff their sales team because they fail to account for unforeseen turnover.

When a rep leaves, it takes time to hire, onboard, and fully ramp a new salesperson.

For example, a product might sell well in any industry, but if you are a niche product that can only be sold to technology companies, or exclusively in healthcare, you need to adjust your strategies accordingly.

The best way to do this is to look at an organization’s existing customer base.

Kristie Lorette started writing professionally in 1996.

She earned her Bachelor of Science degree in marketing and multinational business from Florida State University and a Master of Business Administration from Nova Southeastern University.

An overall review should include an evaluation of business from the previous year, an analysis of customers who are currently the strongest and which the weakest, a consideration of the best-selling products, a review of successful sales techniques and a list of top prospects for future clients. Any sales representative who is even marginally familiar with her territory knows where to begin looking for new customers.

In considering customers to target, the representative should also make a list of specific methods for approaching each customer.


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