There are three styles for managing a territory: crisis, milk route, or priority. Priority is the clearcut winner for territory management since it enables the salesperson to allocate effort where he or she will get the best payback.

Priority territory management identifies those accounts with the best potential and opportunity for success so the salespeople can use frequency of contact as a important tool for successful selling. It requires an assessment of each account, not only of its business and potential, but equally important, the salesperson’s probability of success. It considers factors like competition, access to decision-makers, relationship, and proximity. Ultimately, this course will help you sort your accounts into categories for sales call frequency and optimize your chances for success.  

Related to overall planning and management is how daily sales time is utilized. Ten methods for managing time and controlling time-killers are covered so that the time saved can be easily channeled into productive actions such as more time in front of customers and prospects. While sales skills, covered in our other courses, are also essential, managing the territory and time create a foundation for winning sales skills.