One of the essential pillars of a successful business is a robust and organized sales territory strategy.学习show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

Territory planning requires careful thought and consideration because it's crucial to get it right the first time around. Constant changes in territory division hurt salespeople's productivity and take a toll on employee morale. And from the client's perspective, frequent changes in account managers lead to unstable relationships.

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理解、规划、一个d managing sales territories can make or break your sales efforts. Your reps need a firm grasp on the specific customer segments they're accounting for and the general framework of your team's territories over all.

The way you structure, define, and distribute the territories you work with has massive implications when it comes to your organization's sales efficiency and bottom line.

A solid sales territory plan and exceptional territory management can be significant assets to a successful sales team. Here's some perspective on how to do them right.

销售领土规划101

1.定义你的市场。

为了有效地建立领土,销售负责人必须首先了解其业务的环境。企业有很多方法可以定义市场。因素可能包括地理,规模和消费者人口统计数据。

了解您的业务独有的内容,并根据您的气候需求确定优先级。巩固的市场将导致成本降低,销售增加以及建立有效销售领土的基础。

2. Assess account quality.

After a target market is determined, sales leaders need to evaluate the value of each account. The measurement could be either定量或定性取决于企业提供的产品或服务。例如,饮料公司可能会按净获利能力对其帐户的价值进bob全站app行排名,而依赖客户建议的公司可能会集中在更有可能为其公司提供转介的帐户上。

通过确定每个帐户的价值,您可以在销售领域计划中相应优先级。如果您正在寻找一种评估组织客户的方法,请click here计算您的自定义信息。这是您的计算外观的快速示例:

Sales territory planning assessing account quality

3. Assess territory quality.

After assessing the quality of each account, it is important to rank territories. As with the accounts’ values, this process is subjective based on different business needs and priorities. If your business sells products across industries, your territories could be divided and quantified by those industries. Determining what sales territory supports which areas of the sales funnel will also help you score territories into high, medium, and low value.

To get a better picture of territory value, include your sales team in these discussions. After all, no one knows the territories better than the reps who work within them each day. That way, you can assign the appropriate reps to maximize the potential of each territory.

4.评估REP的优势。

The next step towards effective territory management may be the most important of all. After determining the quality of each sales territory, it is crucial that you assign reps with theapplicable skills开发和优化每组帐户。例如,由大型企业交易定义的领土需要由拥有大笔交易经验的代表来处理。通过将合格的代表分配给帐户,您将授权您的代表权,并确保客户获得最佳服务。

这是如何计算代表的表现的一个示例。Click here找出谁是您组织中表现最强的人。

Sales territory planning reps' strength

5. Review and consolidate.

上面概述的四个步骤准备企业将销售领土计划付诸实践。企业要做的最后一件事是对每个领土相关的成本进行最终诊断。分析成本指标(例如比较每个领域的理想访问次数与实际访问次数和里程的实际数量)将帮助管理人员对系统中的特定低效率进行零。

审查了计划后,请巩固它。通过遵循这五个步骤,您的业务将继续获得更加满意的员工,并增加客户的增长和利润。

There are some strides businesses can take to ensure their sales territory management is as efficient and effective as possible.

Practice sound cadence management.

Proper cadence management — the process of prioritizing, structuring, timing, and conducting account interactions — is central to successful sales territory management efforts. Your reps need to be able to gauge account priority level, group accounts based on that assessment, and determine the best frequency, pattern, and nature of touches between them and contacts.

A solid cadence might look something like this:

销售领土管理的节奏

Source:HubSpot

Cadences will differ from territory to territory. It might take some trial and error, but properly managing territories often hinges upon how you contact the prospects you're trying to reach within each one.

要了解有关销售节奏的更多信息,请查看this article.

Consistently keep track of your data and customer needs.

领土管理本质上是动态的。您不能指望特定领土在对您的销售策略的反应方面保持停滞状态。情况发生变化,您需要能够随之变化。

That's why your reps need to keep records of their sales data in aCRM- 确保您要保留对您有用的和不起作用的标签。让销售代表从约会中保留笔记,并记录下来。与您的每个领土内的每一个趋势保持一致,以确保它们尽可能有效地满足自己的需求。

不要忘记追求新的线索。

Effective sales territory management isn't specific to existing accounts. Though that's obviously a crucial component to the process, it's not the only one. Always pursue new business — one way or another.

这并不意味着忘记活期存款帐户s. You still need to keep them happy — particularly high volume ones. But if you want to grow your business, you have to consistently pursue new opportunities within your territories. Both kinds of customers serve their own essential function to the health of your business, so both need their fair share of attention.

Remote Territory Management

Not all sales territories require an in-person presence, and there are instances when your reps will have to work remotely. If this is the case, your reps still need to abide by the best practices mentioned above, but in all likelihood, they'll need to adjust their cadence.

A cadence that rests on in-person interactions is going to have to change if those interactions can't happen anymore. It might mean finding a new progression that incorporates more phone time and remote tools like video calls.

这可能需要进行一些反复试验,但是您必须降落在一个更适合处理远程互动的节奏上,而且看起来不像您的代表习惯于使用的那个相互作用。

An effective sales territory plan can be the difference between well-organized, cohesive, successful sales efforts and inefficient, scattershot wastes of resources. It's essential that you have a properly structured sales territory plan and the proper tools in place to help your reps manage their customer segments.

编者注:该帖子最初发表在July 3, 2018and has been updated for comprehensiveness.

销售计划

销售计划template

最初出版于2020年3月31日下午3:30:00,更新于2021年6月16日

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Territory Management