Territory Management Checklist

1. Territory Management Checklist Territory Management ChecklistPurposeThe purpose of this tool is to provide a checklist for managing sales territories. Implementinga strategic sales territory management process will reduce travel time & expenses, increasehealth of your account base, and help to generate more sales.Territory Management ChecklistDone Description of Task Analyze Territory Sales from Last Year – Sales Analysis Tool Identify your Annual Sales Target for New & Renewal Business Determine amount of product/service sales required to achieve sales target Use Closing Ratios to determine # prospects required to achieve sales target Identify # daily cold calls required to generate required # prospects for target Evaluate Key Accounts and Create Action Plan for each key account Profile Customers to understand revenue potential for different account types

2. Complete Account Scoring exercise to benchmark health of account baseQuadrant Your Territory – Ensure equidistance from Home Base (office)Evaluate Territory Management Software Tools with Sales ManagementSelect a Home Base (office) that is equidistant to each of your 4 quadrantsCreate Sales Proposal, Sales Script, Sales Call Report, & Sales PresentationDevelop Sales Opportunity Pipeline Report to provide increased visibilityCreate Prospects List for all prospective organizations in your territorySchedule your Days – Cold Calling, Sales Calls, Proposals, Internal MeetingsSchedule Territory Days – use rolling 4-day schedule to develop quadrants Complete Account Scoring exercise to benchmark health of account baseQuadrant Your Territory – Ensure equidistance from Home Base (office)Evaluate Territory Management Software Tools with Sales ManagementSelect a Home Base (office) that is equidistant to each of your 4 quadrantsCreate Sales Proposal, Sales Script, Sales Call Report, & Sales PresentationDevelop Sales Opportunity Pipeline Report to provide increased visibilityCreate Prospects List for all prospective organizations in your territorySchedule your Days – Cold Calling, Sales Calls, Proposals, Internal MeetingsSchedule Territory Days – use rolling 4-day schedule to develop quadrants