Providing great products and services is wonderful, but customers must actually know those products and services exist. That's why marketing plans and strategies are critical to business success.
And as most experienced sales representatives have found, the best approach to successful sales is territory planning. Territory planning is simply the process of creating a workable plan for targeting the right customers, establishing goals for income and ensuring sales growth over time.
Conduct an overall review. The first step in the sales territory plan is that of reviewing. In other words, before even making the plan, the sales representative needs to analyze his territory and review the current situation before projecting future goals. An overall review should include an evaluation of business from the previous year, an analysis of customers who are currently the strongest and which the weakest, a consideration of the best-selling products, a review of successful sales techniques and a list of top prospects for future clients.
Identify customers to target.
Any sales representative who is even marginally familiar with her territory knows where to begin looking for new customers. In considering customers to target, the representative should also make a list of specific methods for approaching each customer. Making notes of each of these items will be of use for the sales representative.
Create growth goals and strategies. Preparing growth goals and strategies is a big-picture effort. To accomplish these goals, the representative should prepare manageable strategies. Income objectives are essential, but they do not usually come solely from the sales representative.
Most companies provide the representative with sales targets for a specified period of time--quarterly, twice a year, yearly. At the same time, the sales representative can still create his own strategies for achieving these objectives.
If the representative has annual sales targets, he can plan for so much each quarter; in the case of quarterly targets, he can plan monthly targets.
Setting these smaller income objectives will enable the representative to keep a closer eye on meeting the larger objectives. Conduct an ongoing review. A strong sales territory plan undergoes frequent review.
The representative should not create the plan and then forget about it. She should refer back to it weekly, monthly or quarterly to make sure the plan is on target. It is easy to forget goals unless they are close at hand, so the sales plan should be a constant reminder of territory objectives.This guide will provide you with a sales strategy definition, techniques, templates, and a sales strategy plan to help guide your sales process.
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