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Territory Planning
Factors to be Taken into Account
Different types of accounts require different call frequencies
Prospecting needs to run alongside visits to existing accounts
Different accounts have different ordering patterns
Most businesses have peaks and troughs
Unpredictable Events
Complaints which need urgent attention
Highly valuable orders which need extra attention
Unexpected requests from new business
Planning is Essential
Time spent in the field selling is the most expensive form of promotion
Often over 40% of time is spent on waiting and traveling
The sales person needs to be sure the chosen accounts and market
segment are all covered
Annual Territory Review
Look for ways to increase sales profitability and reduce selling costs
Increase sales opportunities with less travel time
Ensure controlled regular coverage of the territory
NINE STEP PLAN
1 Identify each existing and potential account the sale person needs to call on
2 Assign to each account a call frequency
3 Check the physical workload against capacity and adjust
4 Locate every account on a large scale map, identify
different type of accounts with different coloured pins
5 Divide the territory into a equal number of calls (not accounts)
(a) Divide territory into five segments if it is a weekly call cycle
(b) Divide territory into four segments if it is a monthly call cycle – sub-divide each segment into five
6 Within each of the sectors, group the calls into workloads i.e. the number and type of calls
capable of being called on in one working day
7 Ensuring a sufficient time is left for prospecting for new business of this is a key element of the job description
8 Run the proposed plan for one or two months to discover what
adjustments need to be made
9 Review the call plan at least annually, ideally every half year
One Of Your Roles As A Field Sales Manager is to ensure that each
member of your sales team:
- Has a territory call plan
- Plans the routes
- Has forward weekly, fortnightly, monthly call plans
- Makes appointments strategically
- Plans the interviews and presentations
- Reduce reporting and administration time
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