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How can you manage your time and territory when selling to clients with a long procurement process?

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Selling to clients with a long procurement process can be challenging for outside sales reps. You have to balance the needs of multiple stakeholders, navigate complex decision-making cycles, and maintain a strong relationship with your prospects. How can you manage your time and territory effectively in this scenario? Here are some tips to help you optimize your sales performance.

本文章的要点总结

Set achievable goals:

Research your target market and understand the typical buying journey. Communicate clearly with prospects about timelines, value propositions, and next steps to avoid overpromising.### *Focus on key prospects:Use a CRM system to segment leads by their stage in the sales funnel and level of interest. Concentrate on the most qualified prospects while automating repetitive tasks to save time.

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1 Set realistic expectations

The first step is to set realistic expectations for yourself and your prospects. Don't assume that every lead will convert quickly or that every deal will close smoothly. Research your target market, understand the typical buying journey, and identify the key influencers and decision-makers. Communicate clearly with your prospects about the value proposition, the timeline, and the next steps. Avoid overselling or overpromising, and be prepared to handle objections and delays.

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Dave Kurlan

Sales Transformations | Sales Performance Expert | Best-Selling Author | Award-Winning Blogger | Columnist at Top Sales Magazine | Top-Rated Sales Trainer | Top-Rated Speaker | CEO
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The length of the procurement process is independent from the management of the territory. In a long procurement process, there are weeks and sometimes months when nothing is happening. That is when you devote your efforts, time and resources to the assigned territory,

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2 Prioritize your activities

The second step is to prioritize your activities based on the potential value and urgency of each opportunity. Use a CRM system or a spreadsheet to track your leads, prospects, and customers. Segment them by their stage in the sales funnel, their level of interest, and their likelihood of closing. Focus on the most qualified and profitable prospects, and follow up with them regularly. Delegate or automate the less important or repetitive tasks, such as sending emails, scheduling appointments, or updating records.

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Brian Liebel

Director of Sales Development at Ambition?? | Host: Coach's Corner | GTM & Sales Development Consultant
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It’s crucial to be mindful of “the long game” in territory based selling. If you’re a rep, the accounts in your territory are ALL you have. Door knocks, drop ins and gifting are great activities to make a memorable impact and be the vendor of choice when your prospect is ready to make a change.

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3 Plan your schedule

The third step is to plan your schedule in advance and stick to it. Create a daily, weekly, and monthly agenda that outlines your goals, tasks, and appointments. Allocate enough time for each activity, and avoid distractions or interruptions. Use a calendar app or a planner to organize your time and territory. Schedule your visits, calls, and demos strategically, based on the location, availability, and preference of your prospects. Review your progress and adjust your plan as needed.

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4 Nurture your relationships

The fourth step is to nurture your relationships with your prospects throughout the long procurement process. Don't let them forget about you or lose interest in your solution. Provide them with valuable information, insights, and feedback. Show them that you care about their needs, challenges, and goals. Build trust and rapport by being responsive, respectful, and professional. Ask for referrals, testimonials, and introductions to expand your network and influence.

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5 Seek feedback and improvement

The fifth step is to seek feedback and improvement from your prospects, customers, and managers. Ask for honest and constructive feedback on your performance, your solution, and your communication. Learn from your successes and failures, and identify your strengths and weaknesses. Seek coaching, training, or mentoring to enhance your skills, knowledge, and confidence. Stay updated on the latest trends, best practices, and innovations in your industry and niche.

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6 Celebrate your wins

The sixth step is to celebrate your wins, no matter how big or small. Selling to clients with a long procurement process can be stressful and frustrating, so you need to reward yourself and your team for your hard work and achievements. Celebrate every milestone, every contract, and every referral. Recognize your efforts, appreciate your results, and share your stories. Celebrating your wins will boost your morale, motivation, and momentum.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you manage your time and territory when selling to clients with a long procurement process?

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1 Set realistic expectations

2 Prioritize your activities

3 Plan your schedule

4 Nurture your relationships

5 Seek feedback and improvement

6 Celebrate your wins

7 Here’s what else to consider

Outside Sales

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How can you manage your time and territory when selling to clients with a long procurement process?

1

2

3

4

5

6

7

1 Set realistic expectations

2 Prioritize your activities

3 Plan your schedule

4 Nurture your relationships

5 Seek feedback and improvement

6 Celebrate your wins

7 Here’s what else to consider

Outside Sales

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