Effective time management will significantly help a salesperson improve his performance.  There has been a fundamental shift in organizations' approach to time management with the advent of better technological options.  Advancements in technology have simultaneously led to a significant increase in time pressure on the salesperson.  However, technological advancements have also provided several techniques to help salespersons manage their time efficiently.

Better market coverage  Reduced selling costs  Improved customer service  More accurate evaluation of sales force personnel

Territory planning
‡ Territory - Mix of customers and prospects in a geographic area ‡ Territory planning - Process of a sales team ‡ Analysis and planning around key accounts ‡ Analysis of opportunities within assigned sales territory ‡ Analysis and goal setting around: company s products and services market segments, competition, Trends profiles of key accounts. ‡ Developing strategy for the territory

. situational analysis. ‡ Updating quarterly based on on-going planning activities. detail on territory/account tactics. account identification and analysis. strategy. objectives. estimates of account potential.‡ Core attributes of a territory planopportunity/threat analysis.

Importance ‡ Achieve greater ROI within sales territories ‡ Increase return on time and resource management ‡ Increase revenue. and volume ‡ Strengthen customer relationships based on value. not price ‡ Grow market share with effective market influence campaigns . win-rate.

‡ Create approaches to achieve aggressive revenue goals ‡ Manage sales territories as a business ‡ Validate competitive position ‡ Develop formidable competitive strategies ‡ Align company s product/service offering with current market demands ‡ Build a strategic plan to strengthen account relationships ‡ Maximize territory results and revenue .

‡ Tools are not typically used to assist. .Challenges ‡ Salespeople often don't feel accountable or "bought in ‡ Unattainable sales targets ‡ Lack of input from the field. ‡ Disorganized and inefficient in territory sales activities ‡ Lack good business analysis and planning skills.

Tools Contact Management ACT Goldmine Full CRM Siebel Onyx Microsoft CRM .

Steps Analysis Goal setting Strategy Tactics Customer segmentation Product/line analysis Channel analysis Prospect analysis Execution and follow up .

. located within a given geographical area and assigned to a salesperson. branch.SALES TERRITORIES  A sales territory comprises a number of present and potential customers.  Sales territories should be designed efficiently so that the potential of salespersons can be exploited to the maximum. or intermediary.

Reasons for establishing sales territories ‡ Companies form sales territories mainly to maximize sales and profits. ‡ There are 3 pairs of guiding principles that cause sales management to employ territories in their operations: (a) customer-related (b) salesperson-related (c) managerial .

Customer-Related REASONS ‡ ‡ ‡ ‡ ‡ Provide intensive market coverage Provide excellent customer service BENEFITS ‡ Produce higher sales ‡ Produce greater ‡ satisfaction .

‡ employee satisfaction ‡ Offer rewards related to effort. pay-forperformance .Salesperson-Related REASONS ‡ Generates enthusiasm and motivation ‡ Facilitate performance evaluation ‡ BENEFITS ‡ Lead to less turnover.

Managerial-Related REASONS ‡ Enhance control ‡ Coordinate promotion ‡ BENEFITS ‡ Tight handle on selling expenses / allocate cost by territory ‡ Plan for staff incentives .

social.Reasons for Revising Territories ‡ Major accounts open or close down facilities. move into or out of the area. or psychological changes. . or shift in customers business geographically or technological in nature ‡ Aggressive domestic or international competition (markets are dynamic and conditions change) ‡ Changes in company s buying policies or structure ‡ Salespersons related revision due to physical.

. ‡ Managers can also find that they need to realign territories as new product lines are introduced into the company s product mix and the presentation and servicing burdens become too large under old arrangement.‡ A salesperson may display a reduced energy level. family problems of various kinds can effect territory performance significantly. ‡ If a territory s sales potential was underestimated or overestimated.

In high technology application there are often a very limited number of potential customers nationwide that require highly specialized advice. .Reasons for NOT establishing sales territories ‡ When a company is small (few resources) ‡ When friendship sales is important to maintain for long-term relationship ‡ When high technology selling is involved.

Developing Territories ‡ Drawing up territories ranks among the most important responsibilities of sales managers. . ‡ It affects the sales force morale and performance. ‡ Results can be measured by sales volume. relative market share or profit.

g. ‡ The type of product / product lines ‡ The type of competition faced by the company in each territory. a prospecting salesperson can handle a larger territory assignment then a person who must provide full service for each account.Factors to consider in establishing Territories ‡ Sales persons workload and nature of the job. for e. ‡ The desired intensity of the market coverage / challenging territories .

‡ Channels of distribution available and transportation system ‡ Sales potential and servicing requirement. . Limited ‡ potential territories can be used as a training grounds for new members of a sales force. ‡ Salesperson can be assigned to more challenging territories in accordance with their performance.

CRITERIA FOR TERRITORY DESIGN  Sufficient potential  Reasonable size  Adequate coverage  Minimum impediments .

BREAKDOWN METHOD 3. BUILDUP METHOD 2. INCREMENTAL METHOD .Sales territories are designed using the three methods 1.

 In this method. current and prospective customers are identidfied and their sales requirements analyzed individually. .BUILDUP  The buildup method consists of designing sales territories by assessing the attractiveness of current and prospective customers.  Subsequently the salespersons are assigned territories on the basis of the sales volumes and the number of calls they are supposed to make to these accounts.

 the market potential for the product is identified and then the market share that the company is targeting assessed.  Based on this.BREAKDOWN METHOD  The breakdown method is the reverse of the buildup method.  This is followed by determining the average number of sales that each salesperson is required to make and the territories are then accordingly allocated to individual salespersons. sales are forecast. .

additional territories are created as long as the revenues generated from them exceed the cost of serving them. .INCREMENTAL METHOD  In the incremental method.

Procedures for developing territories  Identify objectives and criteria for territory formation  Bases for developing territories  Assigning sales personnel to territories .

. salespersons are allocated to individual territories according to their capabilities.ALLOCATION  Once the designing of territories is completed.

Operating the territory management system ROUTING SCHEDULING .

the travel expense and the travel time. .  Routing refers to the process of deciding the pattern of movement of a salesperson in his territory for making sales calls in a way that minimizes the total distance traveled.ROUTING  Routing and scheduling are two widely accepted techniques for territory management.

week and a month.SCHEDULING  Scheduling involves allocation of time to the various activities that a salesperson is involved in during a day. .

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