From the course: Sales Management Foundations
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Creating virtual territories
From the course: Sales Management Foundations
Creating virtual territories
- Territories define the scope and domain where each sales rep can sell. Now typically, territories are based around a geographical definition, but with the new world at work and so much of what we do being virtual, those territory boundaries can be anywhere. There are lots of possibilities and lots of benefits. To create virtual territories, you start the same way as creating a geographical territory. First, look at your virtual sales task and understand how many virtual sales call a rep can make in a day. Wow, that will be a huge change given that you're taking out the driving time between customer locations. Reps can make more virtual calls per day than in-person. Let's use our medical device example from before. We're selling diagnostic machines to hospitals, clinics and doctor's offices. And let's say there are about a thousand of these customers across the country. And they need to be called on five times a year.…
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