All posts tagged “sales patch

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How To Organize Your Sales Territory

The correct organization, management, and exploitation, of your territory (also called patch) is one of the key sales skills. It ranks right up there along with your soft skills, your relationship building, and your discovery or qualification. Territory management is as much an art as it is a science, and is best learned through practice. In order to guide this, you'll need a strategic context and framework to work from. Here, I hope to provide you with both, albeit in a high-level form, in the technique of clustering.