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Your Role in Today's Economy is NOT to Increase Sales
The emerging role of the sales professional today is not to increase sales. Let me repeat that--- your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier. You must become----The Supplier of Choice----which means you always get-----The First Call----and The Last look! Don't make the rookie mistake of thinking that your customers don't give last looks. If your customer doesn't give you the last look, then that means somebody else is getting it. It's time to evaluate the relationship equity you have built with that account.

8th of the 10 Kurlan Sales Management Functions
Systems and processes are your sales infrastructure - everything that is not your people. A lot of us use the two words interchangeably. So what is the difference between systems and processes?
Are you Proactive or Procreactive™?
Experience tells me that the primary force separating successful from unsuccessful people is action. Successful people act, while unsuccessful people don’t. Achievers do what failures beg off doing. Chinese proverbs put it this way: “Talk will not cook rice,” or “Man who waits for roast duck to fly into mouth will wait a very, very long time.”
Sales Training that Really Works
Research and practical experience reveals that many of the widely used sales training approaches and techniques are largely ineffective with a relatively small proportion of the learnings being retained after the training event. Salespeople have relatively little brain space allocated for theory and respond best to highly interactive, participative and engaging simulations that mimic the reality that they will face in the field. Such simulations are feedback rich and play on salespeople's competitive instincts as they compete with one another in the simulations.
Prospecting: Working Smarter, Not Harder
Five tips to successful sales through prospecting efforts from Building Leaders, Inc.
The 2 Biggest Mistakes Salespeople Make And How to Avoid Making Them
If you've been a sales representative for less than 18 months, you're probably making mistakes you don't know you're making. This article features the 2 biggest mistakes most salespeople make.

Other territory management Related Articles

Master Franchisee vs. Franchisee?
Q: What is a Master Franchise or Area Representative? A: The BEST kept secret in business today…. Imagine sharing in the royalty income generated by all of the Subway Sandwiches’ or Domino’s Pizza’s operating within your city. A Master Franchisor shares in the income generated from the units operating within his/her territory. A Master Franchisor (also referred to as a sub-franchisor) is someone in the unique position of owning the rights to sell business franchises in a given area. This territory can be a major metropolitan area, an entire city or in some cases the whole State. The Master franchisor rarely works in the day-to-day operations of the unit; rather your job is primarily a business consultant to the franchisees.

Why doesnt the SBA include franchise territories in their loans and how am I supposed to finance the territory
This article will provide one very unique way to finance your franchise territory without carrying the liability of a loan!

Leadership Accountability
When a person is hired or promoted to a management position, where people are required to report directly to them, inherent in that action is accountability for those employee's performance and productivity. This often comes as a surprise or shock to a manager when they receive their first performance review and it is less than satisfactory. A sales person is solely responsible for himself or herself and the work they perform. Once promoted to management this accountability for what others may or may not accomplish is new territory for them.

Territory Management vs. Account Management
Terms such as Account Development, Account Management and Territory Management are often interchanged indiscriminately by many a sales people and managers thus creating confusion when it comes to sales planning, portfolio allocation and recruiting the right kind of sales person for your business. I thought it might helpful to define these terms and give you a little more perspective. All sales people involved in developing long term viable business relationships with the right kind of customers should be doing Account Development: Here is our definition of Account Development taken from the BARRETT Sales Competency Dictionary.

Targeting – The Most Critical Tool for Growth during Tough Economic Times
Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth. Each Territory Manager should select a predetermined number of Target Growth Accounts (TGAs). Creating focus on this group of selected accounts doesn't mean a Territory Manager should ignore other accounts; he/she is always expected to service their entire territory. When making decisions regarding their time, however, they should always consider these selected Target Growth Accounts a priority.
Managing the Sales Territory Effectively
Different methods of effectively going through and seeing where changes are necessary with regards to territory management as well as noticing what has been successful.
Seven Sales Facts to Ponder
From a management perspective, the goal of any sales initiative should be to improve the quantity and quality of the sales efforts of your salespeople. Its primary purpose is to provide focus-process and discipline that will enhance territory performance. This enhancement will lead to an increase in the sales, profitability and market share for each individual territory.
Performance Management
A relatively new management buzz phrase, performance management, has been gaining popularity recently. Management, particularly sales management, has always been about getting results so clearly whatever sales managers have been doing prior to the emergence of this new concept should also be known as performance management. The article explains the tasks required to maximize performance.
Pursuit of Leadership Happiness
As we grow we have a right to pursue education and for many that is where happiness lies, for others it is being an entrepreneur, taking risks and going into uncharted territory.

Sales Management --Unmask the Confusion of Territory Account Assignment
When I carried a bag, sales territories were defined geographically. Of course, that was in the old days. My daughter calls it the days of Black & White Television. In reality, color television came out when I was still only seven years old. But in the days when I was a field sales rep, the 70’s & 80’s, a sales person got a chunk of geography and you were told this is your patch of dirt. You go out and you farm the territory and you build the business. However, for the most part, if you are going to grow your territory it has to grow by taking market share from the competition. Territories today need to go from being geographically defined to being key account assignment defined. So, in other words, when you use the term, ‘territory’ today, you’re not referring to a patch of dirt.

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