The concept of a sales pipeline has existed for many years, providing a useful tool for assessing the lead-to-conversion process. But this over-familiarity means that mistakes are being made and sales lost – or the system is simply not being worked as hard as it could be.
Historically sales territories have existed as a way to simplify the division of accounts between your sales team. Geographic boundaries and sales team availability are used to establish which accounts belong to which account manager. It is then down to the territory manager to service the accounts and leads in their patch.
“Those who fail to plan, plan to fail” goes the old saying. But far from being an over-shared LinkedIn “inspirational” quote, this modern day proverb actually has some basis in fact. Try bluffing your way through a sales meeting with an FMCG client and you’ll quickly understand the wisdom of thorough preparation.