Territories Related Topics 
Score More Sales
APRIL 5, 2014
To challenge your beliefs, and be more open to optimism, think of yourself as a learner when you are new to a job or new to a territory, or have new products and services put on you to sell. A learner gets a new territory and they create a plan to “own” that territory rather than mull over why it won’t work.
Score More Sales
DECEMBER 3, 2012
We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year). I remember one company that did this in February.
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Score More Sales
JUNE 30, 2014
Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.
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FEBRUARY 11, 2015
It certainly lowers the quality of the work environment for those around you who ARE happily building their territories. Forget that excuse you’ve been hanging on to about your territory or that deal you lost (you never had) or that manager who doesn’t “get” you. Don’t be a downer to them. Embrace your role – or move on.
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MARCH 26, 2014
If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. You can also often make some progress in attempting to reach them by referencing the fact that you’ve worked with others in their industry. Look Socially.
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JANUARY 4, 2013
But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.
Score More Sales
JULY 22, 2013
Think of yourself as an entrepreneur of your territory, or niche, or product line. Hopefully you have a great manager and leadership in your company with lots of direction, vision, and goals clearly stated. If not: Create a plan – guidelines – and metrics. Don’t let poor management stop you from being a great seller.
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