Developing market and sales force potential of the sales territory manager by ensuring attention is given to the five main components to territory management as outlined below.
territory analysis: often its found that as much as eighty percent or more of the business is generated from as few as 20-30 percent of customer, this may be because of a number of factors that are evident in the target marketing analysis.
territory organization: its very common for a change of salesperson in the territory to result in an increase in sales it isn't that the previous salesperson was not a good employee.
adapting to changing market conditions: market conditions can change rapidly, a sales and marketing manager must be sensitive to change and be able to react quickly to adjust to the changing market.
territory time management: will commonly have one hundred or more clients and prospects, in some businesses the number could ran to two hundred or more, to handle this many clients and prospects require efficent time management as well as directed and motivated activity.
- projecting results: even with good target marketing in place projecting results is a number game the difference is that your results will be increased usually by three to five times by targeting your marketing activity.
Developing market and sales force potential i have shown how the territory manager develops the market through implementing the ideas discussed in the five components of territory management listed above, moreover i have shown methods that can be used by the salesperson to develop their potential as a territory manager.