Sales Territory Management 1: Understanding Your Territory
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How is your sales territory defined? Maybe it has geographical boundaries, or perhaps it is a vertical market. You may focus on inside sales. Your employer may provide a sales support tool for managing your customers, or perhaps you have created a system of your own. How do you keep your finger on the pulse of the business climate in your territory? Who are your current customers? Who are your prospects? Which have the greatest potential to help you succeed? There are several factors to consider when you assess your territory. Understanding your territory will help you to achieve your goals as a sales professional.