1 / 18

Effective Sales Territory Management: Strategies for Goal Setting and Resource Allocation

Mastering territory control is vital for maximizing sales performance. This guide emphasizes specific and measurable goals that are achievable with a stretch. Focus on key performance metrics like sales revenue, activity levels, and conversion rates. Utilize the 80/20 rule to prioritize high-yield customers and allocate resources efficiently. Effective time management involves detailed itinerary planning, classifying customers, and determining call frequencies for optimal engagement. Assess your return on time invested (ROTI) to ensure profitability while minimizing overdue accounts. Streamline your approach to sales for greater success.

vidor
Télécharger la présentation

Effective Sales Territory Management: Strategies for Goal Setting and Resource Allocation

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. TERRITORY CONTROL

  2. SETTING GOALS • Specific and measurable • reachable with stretch • time - based

  3. GOALS • performance eg. sales revenue, no.of m/cs • activity eg. no.of calls made per day • conversion eg. sales effected/call

  4. ALLOCATING RESOURCES • marketing literature,brochures,catalogues • discretionary rebates/budgets • time

  5. 80/20 RULE • 80 % sales comes from 20% customers • 80 % problems comes from 20% of ypur customers • 80 % of overdue outstandings comes from 20% of your customers • 80 % of your time is taken by 20% of your customers

  6. Territory time allocation • No. of accounts in the territory • No. of sales calls made on customers • Time required for each sales calls • Frequency of customer sales calls • Travel time around territory • Non-selling time • Return on time invested

  7. Managing territory • Map the course – where to go, outlets, customers to visit, visit objective • Plan the route – to cover the points you want to visit with the least amount of time, energy and money • Set time targets – amount of time spent per customer/outlet/call

  8. Managing time Knowing how the time is spent. Keep a time log and analyse the time log later. Where can you save time?

  9. Itinerary Planning • List of potential outlets/customers • Classify outlets/customers • Determine call frequencies by volume/profit • Estimate the time to be allotted on each call

  10. Calculation of selling time Total available time Less travel time between visits Less meal breaks Less time for non-selling activities (prospecting, planning, telephoning, reporting)

  11. Check itinerary plan each day • Minimum travel time between calls • Customer availability – best time to see that customer • Inform customers in advance of your visit • Try to develop a ‘contact person’ at key accounts to look after your interests

  12. A B C ClassificationA 70 - 80 %B 10 - 25%C 5 - 10% This is classifying your customers on the basis of a) revenues b) profits

  13. DETERMINING CALL FREQUENCIES • cost/call • cost/customer

  14. SALES PRODUCTIVITY INDICES • Cost / m/c sold • sales / call • sales / customer

  15. OUTSTANDINGS MANAGEMENT Total outstandings overdue outstandings Every lac of outstandings uncollected incurs a loss of Rs50/- per day for the company

  16. SCHEDULING AND ROUTING • Straight line pattern • clover leaf pattern • major city pattern

  17. RETURN ON TIME INVESTED(ROTI) Fixed costs Salary Rs.10000 p.m. Variable costs Tpt + Expenses Rs. 10000 p.m. Total Expenses Rs. 20000 p.m. Annual Expenses Rs.2,40,000 Price of an item Rs.20000 Margin@30% Rs.6000

  18. Breakeven = 2,40.000/6000 = 40 m/cs It is only after you sell the 41st m/c that you are earning for the company Therefore ROTI = Profit generated /time spent on a customer

More Related