Cynthia Brown Komarek is an IL-based sales professional who is focused on revenue growth, account management, and business development. She uses innovative strategies to drive market expansion for the companies she works for. Cynthia Komarek strives to use strategic sales approaches to move opportunities through the sales cycle.
One kind of strategic sales approach is sales territory management. Sales territory management has the goal of increasing sales by introducing a more organized approach to the customer base.
It starts out by dividing the customer base into manageable units called territories. These territories may be divided along geographical lines, product lines, demographics, or whatever makes sense for the company. Once territories have been identified, sales teams are organized around each territory.
One benefit of sales territory management is it allows a team of sales professionals to focus on a specific group within a company's customer base. This focus will result in a better understanding of the customer and the customer’s needs and will allow sales to more easily cater to those needs, resulting in higher revenues.
Sales territory management encourages richer and more organized reports about sales and customers. Each sales territory team will be able to build up more detailed information not only about their sales activities, but also about the customers under their watch. These richer reports will translate into better tactical decisions from line managers and better strategic decisions from executives.
Sales territory management allows companies to focus on high revenue sales territories. With more and richer information coming in, companies that implement sales territory management become aware of the most lucrative areas of their customer base and are able to shift resources and attention to these customers.
