Sales territory management is no longer restricted to an assigned geographic area on which sales reps work. The overall plan devised to tackle the landscape of an industry must be decided based on the factors unique to that industry. Time and territory management is best defined as “getting the most out of your sales day by planning the most efficient use of scarce resources.”

The one constant in every salesperson’s life is time. Time for
prospecting, time for sales calls, time for demonstrations, time for tours, time for closing, and unfortunately time for administrative tasks and paperwork. Of course, time is the great equalizer. Every Sales Professional has exactly 24 hours each day and there are only a handful of these hours that are available for selling. It is how you use these sales golden hours that is often the difference between success and failure.

Improving time and territory management by a small amount can easily double your effective sales time – the same impact as doubling your sales force, for a fraction of the cost. A main driver for ensuring that the time and energy of each outside sales rep is focused on the activities that will have the most impact. The benefits of effective time and territory management are many, including: less stress and worry, lower expenses, a healthier pipeline, account growth, more sales, a higher income, and more time to spend with your family.