Radio Sales Today

RAB Research and Sales Tips

Plan your territories

Territories are your way to strategically align your sales teams so that you can sell effectively with the lowest amount of selling costs. Getting your segments right allows you to have better sales coverage and helps you retain the best talent.

Understanding your current sales is essential to good territory planning. Who are you selling to? Who is buying? Define your total addressable market. Armed with this info, you can work on balancing your territories.

Matching the skill sets of your reps with the complexity of accounts helps to ensure a more efficient sales cycle. Involving your sales managers and teams early in the process empowers them to help make sure the territories are the best possible and gives them a sense of ownership.

Source: Marketing specialist Kevin Micalzzi