As soon as your small business begins to grow and you begin hiring sales staff, you will need to address who is responsible for representing your company in different regions. In most cases, it's ...

Once a sales representative has been assigned a territory, the real work begins: the sales representative must begin reaching out to current customers, as well as potential customers and creating the ...

There are few tasks as challenging in Sales as developing a brand new territory. Fortunately, if you follow a simple two-step process, you success is virtually guaranteed. A Sales Machine reader ...

Recently I was working with a client on setting up new sales territories for his company. We talked through several different methods to organize his salespeople for prospecting efficiency, minimizing ...

Call me a skeptic, but I'm suspicious of one-size-fits-all claims. Assuming anything can fit the needs of anyone who comes across it strikes me as rather unrealistic. But it's not just universal socks ...

Territories are nothing new when it comes to sales, but the process of dividing them has always been a difficult one. Keeping in mind common challenges like fairness, oversaturation and regional ...

A question following a recent presentation had me smiling and thinking that maybe the more things change, the more they stay the same. My co-presenters had shared the impressive results they were ...

Companies should, and can, implement a sustainable, consistent telephone prospecting program to develop a "sales territory" using an approach that sales reps will actually adopt. If telephone ...

The company is in the process of driving its partnering campaign down to the local level, where sales occur and customers are served. Spearheading that effort are "partner managers" that have been ...

Medical device sales is a dynamic and competitive industry that requires exceptional organization, strategic thinking, and strong relationship-building skills. With the global market projected to grow ...