Get in the Zone! Time & Territory Management How do you eat an elephant? One bite a time. There’s a lot of territory to cover, and it’s easy for your sales team to get overwhelmed or frustrated. If you feel like your sales team is always on the move, seeing everyone, everywhere. Spending way too much time traveling and not enough time with customers, it doesn’t have to be that way. With enhanced Time & Territory Management, you can reduce your wasted windshield time and increase your face time with customers. Meeting with customers is when you’re the most productive, and that’s when the rubber meets the road. Let’s say this is your full territory. By defining your sales territory into zones, it limits the geographic area to smaller, easier to digest bites. And when your sales team changes their behavior to hyper-focus on one zone or sub-zone each day, they see more customers, more frequently, and win up to 5 times more sales.
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What role does effective territory planning play in sales success? Effective territory planning is essential for sales success as it ensures that every sales activity is strategically aligned to deliver maximum value. By carefully mapping out territories and identifying key prospects, sales teams can optimize their time and resources, focusing on areas with the highest potential for success. This not only increases efficiency but also improves the likelihood of closing sales and achieving revenue targets.
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As a sales executive you only have ONE professional goal: → Help your customers achieve their goals. It's a simple thing (not easy). But once you implement it, it's transformational. You'll switch: — From a salesperson to a value creator — From a vendor to a strategic partner — From transactions to long-term transformations And it will show in your communications: → "What's your big vision for the business over the next 5 years?" → "What are the unique obstacles you’re facing right now?” → "How highly does implementing this change rank on the board’s priorities?" When you align your thinking with their objectives... That’s when you identify what REAL value is for the customer. That's when you start to set yourself apart from the competition. That’s when buyers start leaning into you and your partnership. Remember: You'll succeed only when your customer has reached THEIR definition of success. Focus on that and you’ll go further. ________ Want to level up your sales career? Keep an eye out for my book: "Sales Life" Coming out soon...
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Field sales reps and sales managers often struggle with route planning. 🚗 🗺️ Maximizing efficiency in field sales is crucial for success, and it all starts with effective routing techniques. Here are a few tips to enhance your field sales strategy: 🌟 1. Leverage Technology: Use advanced CRM and mapping tools to plan your routes. These tools not only save time but also help in reducing travel costs by optimizing your travel paths. 2. Prioritize Clients: Identify high-potential clients and arrange your routes to focus on them. By prioritizing based on client potential and urgency, you can maximize the impact of each visit. (Often times, only the best accounts are prioritized when they have already maxed out their growth potential). 3. Cluster Visits: Group client visits by location to minimize travel time and expenses. This strategy ensures you spend more time with clients and less time on the road. 4.Flexible Planning: Account for unexpected changes like cancellations or traffic. Having a flexible plan ensures you can adapt quickly and maintain productivity. 5. Feedback Loop: After each day, evaluate your route effectiveness. Gather feedback from your team and clients to refine future routes and improve client satisfaction. Implementing these strategies can transform your field sales approach, leading to higher productivity and better client relationships. How do you optimize your field sales routes? Share your tips below! #FieldSales #SalesStrategy #Productivity
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Head of Operations @ Dista | Growth | Operations | Location Deep Tech| Location Intelligence | Sales | Service | Deliver | Insight
🌟 Unlock Growth Potential: Master Sales Territory Management! 🌐 Strategic territory management is non-negotiable. 🎯 Balancing coverage and optimizing resources is key to unlocking untapped markets and driving exponential growth. 🚀 We've compiled a comprehensive territory management guide for sales success. 💼 Our guide offers actionable insights and proven techniques to expand your sales footprint while maintaining equilibrium. 🗺️ Say goodbye to guesswork! Our guide highlights the power of location intelligence and its impact on territory mapping. Using a location-first approach, it offers techniques to identify high-potential areas and allocate resources effectively. 📍With precision mapping, you'll harness the power of data-driven decisions and leave no opportunity unexplored. Empower your sales force with the tools they need to thrive. 💪 Elevate performance, enhance customer engagement, and surpass targets with our Territory Management Guide. Download the guide here 👉 https://bit.ly/3upq9R1 🌐💼 #SalesStrategy #TerritoryManagement #BusinessExpansion #Dista #SalesSuccess #FieldSales #LocationIntelligence #SalesProductivity #SalesEfficiency #outsidesales #LinkedInThursday
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The ITF Sales Playbook - Day 2 - Territory Management Understanding your value proposition is crucial, but so is channeling your efforts effectively towards your target market. This is called Territory Management. Start by defining your Ideal Customer Profile (ICP). Ask these key questions: - What size of customer suits your business best? (small, medium, large) - Which industries do your top customers belong to? - What specific business challenges do they face that you excel at solving? - How does their decision-making process operate? - Who are the key decision-makers or roles in the buying process within their organization? - Importantly, how significant will these customers be for your business? Your sales opportunities come from two main sources: 1. Current Customers: Grow your "share of wallet" by upselling or cross-selling to existing clients. 2. New Customers (New Logos): Target companies within your ideal market that haven't purchased from you yet. Focus your efforts on these groups to generate qualified sales opportunities that match your Ideal Customer Profile. When defining your ICP, consider all attributes of your perfect customer. Pro Tip: Schedule meetings with key buyers among your top twenty customers. Understand why they chose your company and what sets you apart. Current customers will reveal valuable insights into why they value your services. Download our Territory Management tool by clicking the link in the comments section below. #entrepreneurialjourney;#territorymanagegement;#salestips
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I help leaders opTIMize their team, their strategy, & their profits.
𝗜𝘁'𝘀 𝗡𝗼𝘁 𝗬𝗼𝘂, 𝗜𝘁’𝘀 𝗠𝗲... ...said your sales process to your sales team! I find many Small-Midsized Businesses (SMB) have a sales process issue. - A bad or inefficient system will beat a good person everyday. - They do not have an effective focus on sales management. - No system to generate leads, develop prospects, close customers. - No effort to Coach the team and improve their performance. They tell me the most common reasons for this are because they have: - No one in the company dedicated to managing the sales function. - A "working" sales manager who manages others and their own quota. - CEO (any C-Suite) acting as the sales manager to track revenue. These scenarios are not optimal or sustainable to grow revenue but... - The cost of a full-time, dedicated sales manager may be prohibitive. - Many believe they don’t require a F/T, dedicated sales manager. - They apply band-aid approaches, like a "working" sales manager. I suggest a professional, proven, cost-effective management solution! 👉 𝗕𝗹𝘂𝗲 𝗢𝗰𝗲𝗮𝗻 grows sales revenue & develops salespeople. Complete the form in the Featured Section of my bio for a NO-PRESSURE 𝗦𝗰𝗲𝗻𝗮𝗿𝗶𝗼 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀.
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The ITF Sales Playbook - Day 2 - Territory Management Understanding your value proposition is crucial, but so is channeling your efforts effectively towards your target market. This is called Territory Management. Start by defining your Ideal Customer Profile (ICP). Ask these key questions: - What size of customer suits your business best? (small, medium, large) - Which industries do your top customers belong to? - What specific business challenges do they face that you excel at solving? - How does their decision-making process operate? - Who are the key decision-makers or roles in the buying process within their organization? - Importantly, how significant will these customers be for your business? Your sales opportunities come from two main sources: 1. Current Customers: Grow your "share of wallet" by upselling or cross-selling to existing clients. 2. New Customers (New Logos): Target companies within your ideal market that haven't purchased from you yet. Focus your efforts on these groups to generate qualified sales opportunities that match your Ideal Customer Profile. When defining your ICP, consider all attributes of your perfect customer. Pro Tip: Schedule meetings with key buyers among your top twenty customers. Understand why they chose your company and what sets you apart. Current customers will reveal valuable insights into why they value your services. Download our Territory Management tool by clicking the link in the comments section below. #salestraining;#territorymanagement;#professionalsales;#salesenablement
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Sr. VP. (Operations) | Business Expansion| Proficient in B2B Sales and Marketing | P & L Management | Building Sustainable Businesses.
What Can Sales Manager Really Manage in Sales 🚀 In today’s fast-paced business landscape, understanding your sales metrics is more crucial than ever Can we manage A number? There has developed an unstated expectation that sales managers can with enough effort change the numbers on the page. People can only manage people and resources, not concepts or numbers. Three discrete level of sales force metrics as follows: 1.Sales Activities, which are highly manageable and whose associated metrics can be moved at will e.g. Number of sales calls made by Representative Percentage of account plans completed Dollars spent on Rep training No. of prospecting per quarter/ month 2. Sales Objectives, which can be directly influenced and whose associated metrics can be driven by managing certain sales activities. e.g. Percentage of Share of Wallet Number of new customers acquired Days Ramp up time for New salespeople. Percentage Customer Retention 3. Business Results, which are wholly unmanageable but whose associated metrics are determined by the achievement of specific Objectives. e.g. Market Share Percentage Revenue increased “Activities can be managed – Outcomes can’t” If you want certain outcomes, you have to do specific things. Hence its essential for leadership to not only ask for Business Results but also to identify the Sales Objectives that they want the sales force to pursue in order to achieve it. Sales Managers should diligently provide sales reps with explicit guidance on how they should do it (the sales activities). #businessstrategy #salesstrategy #businessgoals
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Sales Coach | Author | Speaker | Founder at The Practical Sales Academy | Simplifying Sales Practically
When I work with sales teams to professionalise their approach, one focus area is the need to block out time to plan - and GSD 📆. Sometimes it helps to stop to go forward, even when you can find plenty of reasons not to. In sales that's vital for prospecting, territory planning and pipeline management. You make time or you chase time: https://lnkd.in/gjGF66Af It's been a case of drinking my own cool-aid this week, hidden away out of town for a few days head down bum up. And learning how to pixelate photos 😀. There's something brewing.... #planning #timemanagement
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Master the game of Sales Territory Management with these essential strategies! From analyzing customers to evaluating sales reps, these practices ensure efficiency and success. Stay ahead in the business world with these actionable tips. Details here:https://lnkd.in/duiBRnCj #Sales #TerritoryManagement #BusinessSuccess #SalesStrategy
Advisor to sales and marketing leaders who are implementing new growth strategies.
1moHyper focus on a zone, whether daily or weekly also means they are more likely to "see" facilities/accounts that they have always driven by and now drop in and look around and strike up a conversation or elicit a future meeting.