Improve Territory Management To Increase Sales
Effective territory management is based on segmenting customers and prospects and then prioritizing call planning, prospecting and opportunity management according to these segments.
Why should you plan your interactions with customers and prospects? Research proves that sales teams with a plan are much more likely to achieve their goals, yet too many businesses do not do any account planning. Some organizations use a standard template but infrequently measure their success against it or revise their plan, and only the most advanced enterprises pursue account planning that includes marketing and customer service.
Businesses that improve account planning efforts benefit significantly, seeing increased organizational efficiency and, ultimately, improved sales.
How To Improve Your Territory Management Approach
When you work with Cloud Sherpas’ CRM experts to master territory management, we analyze these four areas and make recommendations based on our best practice model:
- Account Planning: Build annual or periodic sales activity plans to achieve account objectives
- Customer Segmentation: Prioritize activities through customer categorization
- List Management: Identify targeted customers or prospects for specific actions
- Cross Functional Collaboration: Join forces with other customer-facing functions — marketing, service, engineering — to meet shared objectives
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