Territory Management
Allocating resources appropriately to the organization’s sales area(s).
Level 1 Demonstrates introductory understanding, directing people to the appropriate source for further information.
BEHAVIORS
- Describes the concept of “territory” in relation to accounts, products/services, area of the industry, geographical location, and customer/prospect size.
- Explains its own territory/responsibility within the organization.
- Describes the organization’s overall territory and how it is allocated.
- Identifies prospects within its own territory.
QUESTIONS
- Tell me about a situation where you described to others your role and responsibilities within a sales territory.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* How did you describe your role and responsibilities?
* What was the outcome?
- Tell me about a situation where you gathered information about the prospects within your assigned territory.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do to gather the information?
* What were the results?
Level 2 Applies the competency in common situations that present limited difficulties, working with a moderate level of guidance.
BEHAVIORS
- Reports changes to the assigned territory.
- Develops short-term territory plans.
- Makes short-term forecasts and revenue projections for territory.
- Outline trends in the territory (e.g. customer trends).
QUESTIONS
- Describe a situation where you used your knowledge of the prospects in your territory in achieving your sales quota.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* How did you use your knowledge of the prospects?
* What was the impact?
- Describe a situation where you discovered new customer trends when pursuing prospects.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* What were the results?
Level 3 Applies the competency in the full range of typical situations, requiring guidance in only the most complex or new situations.
BEHAVIORS
- Describes the top and bottom accounts within the assigned territory.
- Manages own territory by allocating time and resources.
- Develops and maintains mid-term territory plans.
- Manages business pipeline in assigned territory.
QUESTIONS
- Describe a situation where you organized your time and activities to achieve sales in your territory.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* How did you organize your time and activities?
* What was the impact on your territory?
- Describe a situation where you developed a plan for your sales territory and then managed that pipeline through the sales process.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* What was the outcome?
Level 4 Applies the competency in new or complex situations and advises others.
BEHAVIORS
- Identifies decision-makers, influential parties, buying processes and budgets of organizations within the territory.
- Identifies competitor activity in the territory.
- Makes intermediate forecasts and revenue projections for the territory.
- Develops and maintains long-term territory plans.
QUESTIONS
- Describe a situation where you determined the buying processes and budgets of key accounts within a territory.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* What factors did you consider?
* What were the results?
- Describe a situation where you made medium-term sales planning and forecasting in your territory.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* What types of forecasts did you make?
* How effective were your forecasts?
Level 5 Develops new approaches and methods in the area. Is recognized as an expert within the organization.
BEHAVIORS
- Assigns organizational territory to members of the sales team.
- Oversees the management of territories within a sales team.
- Recognizes relationships and links between own and competitor territories.
- Identifies potential for new territories.
- Makes long-range forecasts and revenue projections across all territories.
QUESTIONS
- Tell me about a situation where you made long-term sales forecasting for multiple territories.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* How did your forecast compare with sales results?
* What was the result of your efforts?
- Describe a situation where you assigned territories to a sales team.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* How did you determine who would get which territory?
* How did the assignments work out?
- Describe a situation where you provided expert advice on territory management to colleagues.
Probing Questions
* Who were you advising?
* What did you need to accomplish?
* What did you do?
* How was your advice received?