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Efficient Sales Territory Management for Profitable Business Growth

Learn essential strategies for managing sales territories effectively to boost business profitability. Explore salesperson management, setting goals, territory mapping, compensation structures, and tracking results. Get insights on time management, organization, prospecting, and presentation skills to achieve success.

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Efficient Sales Territory Management for Profitable Business Growth

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  1. Fast Forward In 2006Making Your Business More ProfitableSeptember 14, 2006 Time and Territory Managing a Sales Person Frank A. Sessa Jr. VP Sales and Marketing Payroll Associates Users Conference September 2006 – Las Vegas, NV

  2. Sales Person Management/Goals • Profile • Territory • Compensation/Quota • Product Set • Weekly Management • Quarterly Management • Management Participation/Role • Tracking Results

  3. Profile • Sales Experience • Payroll Sales - Pros and Cons • Time Management • Organization • Prospecting Experience • Presentation Skills • Not rejection Averse

  4. Territory • Look for a manageable number of prospects in a given geography. The total number is setting the benchmark for achievement, vertical markets, and results. • SAT – Must manage territory from a sales automation tool/data base • If remote, place inside the territory • 1-100 employee range/maybe higher

  5. Territory, Cont. • CPAs within territory • Banks • Spheres of Influence • Personal Relationships • Map of concentration • Know competitive exposure in given territories -Local and National

  6. Compensation • Base Salary - 35k • Car Allowance - $300/mo. • Expense Reimbursement • 15-25% of annual revenue • 50% of Set Up • Quota of 200k

  7. Compensation • At 17% Rate: - 35,000 Base - 3,600 Car - 34,000 Comm. - 5,000 Set Up Total Annual Compensation: $77,600

  8. Compensation • Tiered Commission Rates • Graduating Base Salary • Quarterly Bonuses • Unit Bonuses • CPA Referrals • Set Up Charges

  9. Product Set • Core Payroll • Software (If Applicable) • Ancillary Programs: -Time and Attendance -Retirement Services -Benefit Services -Referral Programs

  10. Weekly Management • 3-6 hours per week phone activity - Manage time on phone and track results and activity • 5-7 New Qualified Appointments per week • $200,000 annual quota = 16k per month, or 4k per week • Time and Territory Meeting- once a week

  11. Time and Territory Meeting • Discussion of phone activity • Results vs. vertical markets • Retraining on testimonials and success stories for lead development: -Letters -Emails -Promotions -Product specific calls or appts.

  12. Time and Territory • 2 dedicated management participation calls per week • Crunch numbers to hit annual target • Will reinforce daily activity • Shows management’s commitment • Anatomy of a win and loss per week • Call list: -Prospects -CPAs -Spheres of Influence -Groups or Organizations

  13. Quarterly Management • Q Unit Bonuses • Q revenue Bonuses • Incentive programs and contests • Seasonality of Business: January – 5k February – 5k March – 30k April – 25k

  14. Annual Breakdown, Cont. • May – 15k • June – 15k • July - 5k • August - 5k • September – 30k • October – 25k • November – 25k • December -15k

  15. Quarterly Management • Change of pace, if necessary • Understand the difference in quarters based on the industry • Examine Vertical Markets closely • Work back to original goals, and analyze what has been done every day to meet q, and annual goals

  16. Tracking Results • Data Base results • Information gathering • Deriving annual strategies • Things change all the time • Competitive results and tracking • Product Tracking • Ancillary Tracking • Revenue Tracking

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