Territory Management Checklist by demandmetric

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									Territory Management Checklist
Purpose

The purpose of this tool is to provide a checklist for managing sales territories.
Implementing a strategic sales territory management process will reduce travel time &
expenses, increase health of your account base, and help to generate more sales.


Territory Management Checklist


Done     Description of Task


         Analyze Territory Sales from Last Year – Sales Analysis Tool



         Identify your Annual Sales Target for New & Renewal Business



         Determine amount of product/service sales required to achieve sales target



         Use Closing Ratios to determine # prospects required to achieve sales target



         Identify # daily cold calls required to generate required # prospects for target



         Evaluate Key Accounts and Create Action Plan for each key account



         Profile Customers to understand revenue potential for different account types
Complete Account Scoring exercise to benchmark health of account base



Quadrant Your Territory – Ensure equidistance from Home Base (office)



Evaluate Territory Management Software Tools with Sales Management



Select a Home Base (office) that is equidistant to each of your 4 quadrants



Create Sales Proposal, Sales Script, Sales Call Report, & Sales Presentation



Develop Sales Opportunity Pipeline Report to provide increased visibility



Create Prospects List for all prospective organizations in your territory



Schedule your Days – Cold Calling, Sales Calls, Proposals, Internal Meetings



Schedule Territory Days – use rolling 4-day schedule to develop quadrants

								
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