What would you do to improve the sales in your territory?

Answer 1

1) Analyze. Good Data = Good Decisions.

There are plenty of options out there for how to track and analyze your sales force, sales territories, and overall productivity. It doesn't matter quite as much how or what you use to perform this sales analysis as much as it matters that you do it.

2) Rank Your Clients

Knowing your clients - and what you can expect from them in terms of generated revenue - is essential to maintaining effective Sales Territories. In order to keep your territories aligned, optimized, and balanced, you must be able to anticipate and accurately project what type of production you can expect from your clients.

3) Review Sales Territories Regularly

Sales Territory Review is second in importance probably only to Analyzing (because without data, there would be nothing to review). A thorough Sales Territory Review should occur at least once a year.

Depending on what you discover from this review, there are a couple things you are going to want to keep in mind:

1) It's possible that you may have to do a redesign. When just starting out, the goal should be to create a territory that stays valid for about a year. Later on, you can shoot for 3-5 years, but you'll still have to review them every year.

2) Despite your findings, don't make changes in your territories to compensate for weaknesses or accountabilities in your sales force. It will only complicate your territories down the line.

3) Foresight! This is one of the most important things to strive for with your sales territories. Anticipate your growth so that new sales force members can mesh easily with your system, and you won't need to perform a full-out territory redesign each time you grow. It's better (and cheaper) to design your