Time and Territory Management

While skill and work ethic are important characteristics of a successful sales person, if you don't have the proper time and territory management plan, you may not be spending your time in the right areas. This module guides you through how to build a territory plan that will provide better control of the only thing you can control – where to spend your time to yield the best results. This lesson includes:

  • How to define your territory – geographic, vertical or both
  • How to analyze the numbers
  • How to start to develop a plan
  • The difference between hunting and farming and why both are important
  • The role of marketing and how that drives your sales approach
  • What data to track, why, and what it tells you