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Time and Territory Management

Allocating resources appropriately to the organization’s sales area(s).
Level 1 Introductory: Demonstrates introductory understanding and ability and, with guidance, applies the competency in a few, simple situations. Can direct people to the appropriate source for further information.

BEHAVIORS

  • Understands and uses the concept of “territory” in relation to accounts, products/services, area of the industry, geographical location, and customer/prospect size.
  • Displays awareness of own territory/responsibility within the organization.
  • Demonstrates knowledge of the organization’s overall territory and how it is allocated.
  • Demonstrates knowledge of prospects within their own territory.

QUESTIONS

  • Discuss your role and responsibility within a defined sales territory.

Probing Questions

* What were your territory responsibilities?

* What was the structure of the territory management?

* What were the main challenges for the sales organization?

* How did you navigate through them?

Level 2 Basic: Demonstrates basic knowledge and ability and, with guidance, can apply the competency in common situations that present limited difficulties.

BEHAVIORS

  • Identifies leads for other territories/departments.
  • Develops short-term territory plans.
  • Makes short-term forecasts and revenue projections for territory.
  • Understands trends in the territory (e.g. customer trends).

QUESTIONS

  • How do you gather information about the prospects within your assigned territory? Provide a specific example of when you have done this.

Probing Questions

* What did you do?

* How did you gather the information?

* How was the information used?

* What were the results?

  • In the process of pursuing leads or prospects, it is not uncommon to uncover opportunities in other territories (or for other departments). Describe a situation when this has happened to you.

Probing Questions

* What did you do with this information?

* How did you communicate this information?

* What was the impact on your territory?

* The impact on the organization?

  • Describe a situation where your knowledge of the prospects in your territory was useful in achieving your sales quota.

Probing Questions

* How did you use the information?

* Where did you obtain that knowledge?

* What were the results?

* What did you learn from the situation?

Level 3 Intermediate: Demonstrates solid knowledge and ability, and can apply the competency, with minimal or no guidance, in the full range of typical situations. Would require guidance to handle novel or more complex situations.

BEHAVIORS

  • Demonstrates knowledge of the top and bottom accounts within the organization’s territory.
  • Manages own territory by allocating time and resources.
  • Develops and maintains mid-term territory plans.
  • Develops contingency plans.

QUESTIONS

  • Describe a situation that demonstrates how you were able to effectively organize your time and activities to achieve sales in your territory.

Probing Questions

* How do you determine priorities?

* What were your sales results?

* What was the impact on your territory?

* What did you learn from it?

  • Describe a situation where you developed a plan for your sales territory and then tracked sales reports to determine the value of sales processes within your territory.

Probing Questions

* Why did you need to develop this plan?

* What were the key factors you took into consideration in developing the plan?

* What were the results of tracking sales reports?

* What issues from the sales reports did you need to address?

Level 4 Advanced: Demonstrates advanced knowledge and ability and can apply the competency in new or complex situations. Guides other professionals.

BEHAVIORS

  • Demonstrates knowledge of key decision-makers, influential parties, buying processes and budgets of organizations within the territory.
  • Demonstrates knowledge of competitor’s territories.
  • Makes intermediate forecasts and revenue projections for territory.
  • Develops and maintains long-term territory plans.

QUESTIONS

  • Describe a time when, having been assigned a new territory, you had to determine the buying processes and budgets of the key accounts within the territory?

Probing Questions

* How did you do this?

* What factors did you consider?

* What were the results?

  • Using a specific example, describe the medium-term sales planning and forecasting process you follow (or have followed) for your assigned territory.

Probing Questions

* What types of forecasts did you make?

* How effective are/were your forecasts?

* What planning process did you go through?

* What did you learn from it?

  • Tell me about a time when you encouraged collaboration between territory sales teams to increase efficiency?

Probing Questions

* How did you encourage collaboration and with whom?

* What techniques did you determine should be shared? Why?

* What was the outcome in terms of efficiency?

Level 5 Expert: Demonstrates expert knowledge and ability, and can apply the competency in the most complex situations. Develops new approaches, methods, or policies in the area. Is recognized as an expert, internally and/or externally.

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 for territory.

QUESTIONS

  • Describe a time when you developed a long-term sales forecast for assigned territory.

Probing Questions

* What process did you follow?

* How did your forecast compare with sales results?

* What was the result of your efforts?

  • Describe a time when you were responsible for assigning territories to a sales team.

Probing Questions

* What were the challenges you were facing?

* How did you determine who would get which territory?

* How did you communicate the assignments?

* How did your team assignments work out?

  • Describe a time when you provided expert advice on territory management to colleagues within your company.

Probing Questions

* Who were you advising? Why?

* What advice did you provide?

* How was your advice received?

* What did you learn from it?