TERRITORY MANAGEMENT

Outbound sales representatives can spend as little as 3 hours and 8 minutes from a standard 40-hour workweek in front of the right customer. Your success as a Territory or Area manager will be defined by how you can utilise your team to reduce non-selling time while spending time in front of the right client who will buy.

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The data that comes back from the field needs to be carefully analysed and understood so that any downward trends or new threats to the territory can be acted upon as soon as possible.



Territory management looks at your ideal customer profile (ICP) and what it will take to deliver them from a prospect to a customer. Followed by developing an action plan for how you will service the account going forward in the most cost-effective way that keeps the client engaged.



While some prospects will take longer to convert to customers it is better when entering a new territory that the ICP is clearly identified and prospected. Having a mix of accounts from Key Account, Small to medium business and new prospects.

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After identifying the right clients, we will give you the tools to segment the time spent in each area and with each client looking strategically and how you can maximise the return on the outbound sales team.