Cracking the Sales Management Code by Jason Jordan & Michelle Vazzana

Author:Jason Jordan & Michelle Vazzana
Language: eng
Format: epub
Publisher: McGraw-Hill
Published: 2012-04-28T16:00:00+00:00

Finally, your sales force must execute its designated call patterns according to plan. When call patterns are closely followed, the sales force becomes that nimble strategic weapon that can be confidently redirected as circumstances change. But when call patterns break down, the sales force becomes an unguided brute, hitting its target only by luck or providence. An undisciplined sales force not only makes inefficient use of your sales force’s effort, it can also threaten the achievement of your company’s stated Sales Objectives.

It is worth reiterating that Territory Management is subject to constant refinement. As market dynamics or Sales Objectives change, you should reengineer your territories and redesign your call patterns (see Figure 5.12). Particularly if your company has constantly evolving product and customer priorities, we cannot overstate the importance of keeping Territory Management activities aligned with your Sales Objectives. Otherwise, your sales force may be dutifully executing last year’s strategy.

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