How can you determine the most effective sales activities for your territory?

This would be one of the foundational objectives for every sales person. It is knowing what's working, what's not, and what steps need to be taken to improve. This would include monitoring the most essential KPI's, doing ongoing sales pipeline analyses, and evaluating feedback from customers.

To identify the most effective sales activities for a territory, conduct a thorough analysis. Start by reviewing historical sales data, customer feedback, and market trends. Utilize customer relationship management (CRM) tools for insights into successful strategies. Engage with the sales team for firsthand experiences and gather competitor intelligence. Conduct surveys or interviews with customers to understand their preferences. Experiment with different approaches and measure their impact. Regularly reassess and adapt strategies based on real-time feedback to optimize effectiveness in the dynamic sales landscape.

Create an overview of your book of business. Per account you should collect datapoints that will tell you how important the account is for your territory. Ideally you should collect this data via a standardized scorecard. You can add current and historical financial performance data, service time spend, expected growth opportunities and expected decline indicators.

En mi experiencia, no hay nada mejor que PONERSE EN LOS ZAPATOS de nuestro potencial cliente. Saber que les gusta, que consumen, que les interesa, por donde se mueven... y de esa manera se puede entender que necesidades tienen y con que obstáculos se enfrentan en la diaria. Ahi es donde entramos, buscando la solución a las posibles necesidades interactuando con el contexto sociopolitico , geográfico y todo lo relacionado al territorio.

Eine meist übersehene Sache ist die vorherige Definition der Zielgruppe, deren Bedarfe und spezifische Ansprache für welche das Produkt einen Mehrwert bieten soll.

Doing your homework pays off in sales. I regularly analyze my territory and accounts to spot opportunities. This involves reviewing market share data, looking for new prospects, and identifying customer needs. I also research upcoming projects and leadership changes. This territory intel helps me prioritize and sell strategically. Understanding your customers and focusing on high-potential targets boosts productivity.

Combine all collected data in a standardized BCG matrix overview, which will shows the importance and possible growth or decline for your territory. Per account you can now determine what actions will lead to your desired results making sure you are working on the right deals/accounts ensuring future growth of your territory.

Die beschriebene Vorgehensweise umfasst die essenziellen Schritte, um angepasst und zielgerichtet in seinem Gebiet wirken zu können.

The best and the most effective way to identify your position in the market is to perform a SWOT (Strengths/Weaknesses/Opportunities/Threats) analysis. With a SWOT analysis, you can see your blind spots and how to fix them.

Tener una base de datosno solo de los clientes y el destino del territorio, tambien es importante tener en cuenta la competencia o las empresas que existen en ese lugar

Ao planejar suas vendas, considere a natureza específica do território. A análise de dados demográficos, socioeconômicos e tendências de mercado locais pode proporcionar descobertas cruciais. Personalizar suas vendas com base nessas informações resulta em estratégias mais eficazes. Explorar parcerias com atores locais, como associações comerciais ou empresas influentes, amplia sua presença. Esteja atento às particularidades culturais para construir relacionamentos sólidos e adaptar sua abordagem de vendas de maneira eficaz.

One thing I have found helpful is to start with an understanding your product/service offering rate card, doing a rough calculation of how many sales in each offering you need to make in order to hit or exceed goal. Use this as a component of your territory analysis to determine the right mix of potential target accounts or revenue growth opportunities for existing clients. This basis will help you when developing your sales activity plan as some of your offerings may be best suited for website, automated lead sales while others will require an account based marketing approach with lots of touch points. Also, automate monitoring any triggers that could propel a dormant account into an active buyer situation.

Zwischen den einzelnen Aufgaben ist es zudem wichtig, Prioritäten (ggf. Eisenhower-Prinzip) zu setzen, damit die Zeit effektiv und effizient im Sinne der Umsatz- und Ertrags-Zielerreichung eingesetzt wird.

Tener un cronograma de ventas nos indica que es lo que estamos haciendo bien y que nos falta para lograr el objetivo. Debemos tener muy en cuenta los tiempos de cada prospecto, que dia tiene mas libre que horario, tener una base dde datos hasta lo mas pequeño que pareca al fina suma

In my experience customer feedback is important. Create an inclusive experience for your sales team and customers to feel comfortable about sharing their experiences. Make customers comfortable and feel valued as stakeholders. The outcome will drive increased sales, revenue growth and ultimately new products or services that will improve both overall bottom line, customer centric values and sustainability.

Depending on who your customers are, execute your plans accordingly. If you are targeting end users at retail stores, ensure availability of stocks, visibility of posm and activation of promos/activities that drives sales ie. Operational excellence.

Ergänzung: Eine regelmäßige Rückschau, welche Vorgehensweisen funktionieren und erfolgreich sind und ebenfalls, was hat nicht zu einem positiven Ergebnis beigetragen, sind für die langfristigen Entwicklungen von hoher Bedeutung.

I haven't seen this happen regularly across sales teams and it could be a tremendous asset that's missing in one's long term performance. Working with your manager to set up this review, at least quarterly, can provide just the right tweaks necessary to get on track to goal.

Analysen liefern je nach Anwendungsfall entscheidende Aussagen für den Status-Quo, Soll-Ist, SWOT etc. und können einen guten Beitrag dazu leisten, sein Geschäft kontinuierlich aufzubauen und auszubauen.

Inicie sua estratégia analisando dados demográficos, como densidade populacional e perfil econômico. Isso proporciona uma compreensão aprofundada do ambiente. Depois divida o território em segmentos de clientes para personalizar as atividades de vendas, atendendo às necessidades específicas de cada grupo. Esteja sempre atento às tendências do mercado no território como mudanças na demanda ou concorrência, que exigem ajustes proativos nas estratégias de vendas. Por último e não menos importante, implemente métricas como taxas de conversão e retorno sobre investimento para avaliar e otimizar continuamente as atividades de vendas.

1)Know your territory: who, when, how, how many, how much. Which activities are applicable here? 2)Know your ICP: Who are they? Where are their pain points, objectives, and needs? 3) Know your tools - what do you have to drive sales? Do you have CRM at least? The strategy relies on the tools you have. 4)Know activities you can afford. You have your limitations on that: time of your life, your skill, etc. 5) Test activities. If you have the opportunity. Execute, depending on the results from the test.

Prior to the sales activity planning, the most important thing is to filter and be clear on the target customers which should be aligned with our company expectations and standards. Then comes the understanding of the customer behavior and expectations and aligning them to our company objectives. Based on that, build the strategic best possible activities to each customer to win them.

The most important thing is to talk to customers and prospects - Ask what marketing and sales interactions with your company have been most meaningful. Ask what they are looking for and what activities work best for them. Also what are your competitors doing - Keep an eye on competitors' activities in your territory. If something is working well for them, you may want to consider it also?

What has really helped me gain tremendous momentum territorially is to work on building relationships with your regional + external business partners. This can take some time but if you slow down and do it right, it can really be a game changer. How to do it: -Ask local leadership who their regional leader(s) are. Request the best steps locally on how you can setup a 1 with 1 introductory meeting & follow the steps accordingly. -In the introduction meeting, the only mission you have is to introduce yourself + get to know the regional member(s) + absolutely stay away from pitching anything = critical. -Request brief quarterly meetings to discuss business + find out how you can grow their business = strong territory opportunities!!!!!!

Apesar de a tecnologia ser aliada as atividades de vendas para a captação de leads, para alguns segmentos ainda é necessário levar a experiência do seu produto até o cliente, como por exemplo, no setor agro. Na pecuária ou produção agrícola, existem ainda milhares de propriedades mapeadas no país. A partir de uma pesquisa territorial que você pode fazer, seja através de uma plataforma tecnológica ou outro meio, mapear lugares para expor o seu produto na região, verificar a possibilidade de atuação em outras cidades, realizar pesquisas detalhadas, que permitem avaliação de mapas de plantio ou pecuária, além do benefício de centralizar sua carteira de clientes em um só lugar.