如何在领土管理上最大化销售团队的效率

威利·萨顿（Willie Sutton）是一名著名的银行抢劫犯，他以对记者的回应而闻名，他曾经问他：“先生先生萨顿，你为什么抢劫银行？”威利的回应？“因为那是钱的地方。”

虽然我不建议销售人员在萨顿（Sutton）的生活之后模仿他们的生活，但他的策略很有才华。萨顿知道这笔钱在哪里，这就是他集中职业努力的地方。

另一方面，销售人员经常浪费时间来呼吁潜在客户和提供投资回报率较低的客户。他们呼吁最方便的前景，他们最舒适地参与对话的前景，或者他们认识的最长或最长的前景。销售人员错误地分配时间的方式有很多清单。

这就是为什么帮助您的卖方优先考虑努力的原因是销售管理中的重要（且实践）的一部分。在这一领域，您无需花一美元来进行额外的销售培训或支持。您的销售人员只需敲门就可以卖出更多的销售。

销售领域管理

在我们的书中“破解销售管理代码，”我们将优先考虑卖方工作优先级的活动标记为领土管理。领土管理是一个强大的销售过程，因为它专注于提高销售部队效率（相对于有效性）。

使销售人员更多effective，您必须投资销售培训，强化和其他长期战略。

使销售人员更多高效的, you simply need to help them make the best use of their time. You could have a more productive sales team tomorrow if you could ensure they were targeting their most valuable prospects.

领土管理的过程是一系列直接的任务，为销售人员提供了明确的指导。

步骤1：细分并确定客户的优先级

Not all prospects and customers are created equal.

Whether they generate more profits for your company or they are otherwise strategically important, some are “A” customers that you must have. Some are “B” customers that you really want. And some are “C” customers that are nice to have.

为了有效地将您的销售人员部署为他们，请将您的客户分割成优先的存储桶。

步骤2：确定每个细分市场受到多少关注

Once you’ve prioritized your customers, assess what type of attention each group warrants and in what measure. For instance, you may determine that your “A” customers merit weekly face-to-face meetings with your outside sales reps, while your “C” customers should each receive a monthly phone call from your inside reps.

也许您的销售副总裁应访问每个季度，而您的CS仅与前线销售人员进行交流。这是领土规划的核心 - 在目标客户群中设计适当的“呼叫模式”。

步骤3：平衡您的销售领土

If it’s been a while since you went through this exercise, your territories are likely out of balance.

Some sellers will have too many customers, and some will have too few. You’ll need to reassign customers or re-draw territories to ensure there is sufficient sales capacity to accomplish your goals. For that matter, you might have too many salespeople, or too few. You might need to shift people’s roles or otherwise massage your org chart. Do whatever it takes to align your sales force with your desired customer segments.

步骤4：执行

Finally, you need to communicate the new customer assignments to your team and enable them to execute their territory plans. Let me go ahead and inform you that this is where you will fail if you do not put mechanisms in place to track your sales call activity. Unless you can measure the implementation of all your planning, you will fall victim to the whims of your salespeople. Tag your customers with segment designations in your CRM tool and then log your sales calls for each.

Step 5: Measure and Iterate

这里的目标很明显：确保您的销售人员首先解决他们的最佳前景，第二好的前景第二，第三好的前景第三。优先级，优先级，然后重新排序。然后再次执行，执行并执行。

相同的原则适用于您的卖方是咨询，交易，或两者兼而有之，以及您的客户是大，小还是介于两者之间。无论您拥有的销售资源以及想要针对的bob体育苹果系统下载安装任何潜在客户，目标都是混合和匹配它们，直到您尽可能有效地分配资源为止。

想象一下威利萨顿是你的主管sales. Would he approve of the way your sales force is allocating their time? When they wake up each day, are they frequenting major banks or the neighborhood lemonade stands? Are they returning from each day’s labor with bags full of cash or fists full of pennies? Are they spending their time on the right activities? Do they know with confidence where the money is?