A blog about customers in the sales area

My sales area is already fully furnished!

Every sales manager has often heard the claim that the sales area is already fully equipped. Hand to heart, have you seriously explored the street areas?

Without effective tools, it is impossible to know your entire sales area. In own crm, the perspective is narrowed and does not cover market knowledge. It focuses on already known customers and a handful of prospects.

The market is constantly changing, new companies are born and familiar companies merge or separate from each other. For sellers, tracking such things has traditionally been very atypical.

I don't mean that the seller can't know every company by name. I mean the knowledge of the volume and the perception of one's own position in the area.

An overall picture of the sales area is an absolute prerequisite for success
An overall picture of one's own sales area is an absolute prerequisite for a salesperson's success. It has a powerful, eye-opening effect on anyone who does sales work with determination. Above all, it removes black feeling-based knowledge and replaces it with fact-based knowledge.

Try to ensure that each seller has a comprehensive picture of the volume of their own sales area:

• what is the number of businesses in the area
• how many companies are already my clients
• which companies are in my sales pipeline
• which companies have been in short supply and without sales attention

Knowledge brings peace of mind and makes sales long-term.  

Your time is limited, Target sales
By whatever criteria your sales area is formed, the companies in it are very different. Others are growing their industry clearly faster. Try to improve your share as a supplier to these companies. You will probably benefit from the growth of customers yourself.

Some of the companies make a better operating profit compared to their industry. Could it allow for slightly better pricing?
At least these companies can afford your products more.

Since time is always a limited resource, you should rank the companies and choose the best ones. You can only do that by knowing your own sales area well.