How do you create a sales territory plan? It’s not as hard as you think!
If you are trying to help your team better plan their selling activity within their territories, use the Client Evolution Model.
Introducing the Client Evolution Model
The concept of the Client Evolution Model is simple – relationships evolve over time, and there are distinct stages prospects and clients go through.
While every organization is unique and minor relationship stages might change, most companies find that their process aligns with the following major categories.
Suspects are targets who are not yet qualified. Your team member may know a company is in their territory, but they’re not sure if the company has a need for your offering.
Prospects are qualified leads. Your sales reps have engaged their targets, identified needs, and are offering your solutions. Your pipeline stages fit within this category, but the overall category covers all qualified…
View original post 404 more words