{"id":73910,"date":"2022-04-12T23:48:50","date_gmt":"2022-04-12T21:48:50","guid":{"rendered":"https:\/\/staging.cloudtalk.io\/blog\/una-guida-passo-dopo-passo-per-un-piano-del-territorio-di-vendita-eccellente\/"},"modified":"2024-10-18T18:54:15","modified_gmt":"2024-10-18T16:54:15","slug":"una-guida-passo-dopo-passo-per-un-piano-del-territorio-di-vendita-eccellente","status":"publish","type":"post","link":"https:\/\/test-staging.cloudtalk.io\/it\/blog\/una-guida-passo-dopo-passo-per-un-piano-del-territorio-di-vendita-eccellente\/","title":{"rendered":"Una guida passo dopo passo per un piano del territorio di vendita eccellente"},"content":{"rendered":"\n<div id=\"left-panel\" class=\"wp-block-group left-panel\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h1 class=\"wp-block-heading has-black-color has-text-color\">A Step-By-Step Guide to an Efficient Sales Territory Plan<\/h1>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-white-color has-orange-background-color has-text-color has-background wp-element-button\"     href=\"https:\/\/test-staging.cloudtalk.io\/it\/programma-una-demo\/\" style=\"border-radius:3px\">CONTACT SALES<\/a><\/div>\n\n\n\n<div class=\"wp-block-button btn-ghost\"><a class=\"wp-block-button__link has-grey-color has-light-white-background-color has-text-color has-background wp-element-button\"     href=\"https:\/\/test-staging.cloudtalk.io\/it\/cloudtalk-14-giorni-di-prova-gratuita\/\" style=\"border-radius:3px\">TRY FOR FREE<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n<div class=\"wp-block-group container-short\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\"><div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"538\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-1024x538.png\" alt=\"immagine lente d'ingrandimento\" class=\"wp-image-9265\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-1024x538.png 1024w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-300x158.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-768x403.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-200x105.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-784x412.png 784w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-560x294.png 560w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-484x254.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-400x210.png 400w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-392x206.png 392w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-152x80.png 152w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-257x135.png 257w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x-64x34.png 64w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/Article-202105-VoIPinSmallBusinesses-2x.png 1200w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n\n\n<p class=\"has-black-color has-text-color has-medium-font-size\">According to Harvard Business Review, quality territory design can increase your revenue by 2 to 7 %. That&#8217;s why the territory plan is an important strategic groundwork for sales. <\/p>\n\n\n\n<p>It helps you understand where your opportunities are. How to reach the right potential clients and achieve your goals. If it lacks balance, you invest too much time into non-potential leads and too little energy into profitable ones. <\/p>\n\n\n\n<p>Questa guida ti accompagner\u00e0 attraverso i passi necessari per creare un piano del territorio di vendita di successo.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Cos&#8217;\u00e8 il piano del territorio di vendita? <\/strong><\/h2>\n\n\n\n<p>It is a strategy for\u00a0<strong>effectively targeting<\/strong>\u00a0and\u00a0<strong>approaching<\/strong>\u00a0prospects, leads, and existing customers. The main objective is to close more deals. Traditionally, sales territories were created solely by<strong>\u00a0geographical locations<\/strong>. That is where the word \u201cterritory\u201d originates. Salespeople focused on prospects within a specific geographic area.\u00a0<\/p>\n\n\n\n<p>Al giorno d&#8217;oggi, \u00e8 tutto cambiato grazie all&#8217;era digitale. I rappresentanti contattano leads e clienti per telefono, email, o altri canali virtuali. Le riunioni individuali di vendita ormai sono state <strong>quasi completamente eliminate<\/strong>. <\/p>\n\n\n\n<p>Quindi, un approccio lavorativo che sia prettamente geografico ha <strong>perso di scopo<\/strong>. <\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>The territory<\/strong> mapping template now covers<strong> many factors:<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Types of industries<\/li>\n\n\n\n<li>Business site<\/li>\n\n\n\n<li>Deal potential<\/li>\n\n\n\n<li>Customer types<\/li>\n\n\n\n<li>Account types<\/li>\n\n\n\n<li>Referral source<\/li>\n\n\n\n<li>Degree of purchasing a product<\/li>\n\n\n\n<li>Etc.<\/li>\n<\/ul>\n\n\n\n<div style=\"height:60px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ct-evo-cta-simple-panel cta-simple-panel\" style=\"background-color:#000\"><div class=\"cta-simple-panel-inner\">\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p class=\"has-white-color has-text-color\">Scale your business with the Psychology of Selling!<\/p>\n<\/div><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-medium\"><img loading=\"lazy\" decoding=\"async\" width=\"213\" height=\"300\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-213x300.png\" alt=\"\" class=\"wp-image-175744\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-213x300.png 213w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-303x428.png 303w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-300x424.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-80x113.png 80w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1-62x88.png 62w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/07\/eBook-psychoogy-of-selling-1.png 450w\" sizes=\"auto, (max-width: 213px) 100vw, 213px\" \/><\/figure><\/div>\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\"     href=\"https:\/\/test-staging.cloudtalk.io\/?page_id=174765\/\">Read for free<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div style=\"height:60px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Il <strong>ruolo attuale della mappatura del territorio<\/strong> \u00e8 di fissare quote di vendita adeguate, definire i vari campi strategici e ridurre i costi. Su tali basi, i manager dovrebbero fornire il team di un <strong>piano efficiente<\/strong> per migliorare la produttivit\u00e0. I rappresentanti di vendita possono quindi lavorare in modo strategico per rispondere alle giuste esigenze dei <strong>clienti<\/strong>. <\/p>\n\n\n\n<p><strong>Un piano territoriale di qualit\u00e0 dovrebbe avere diversi obiettivi principali:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Assign the right segments to the right reps based on their expertise<\/li>\n\n\n\n<li>Optimize customer experience by equipping the team with unique challenges<\/li>\n\n\n\n<li>Build a base for strong, lasting customer relationships<\/li>\n\n\n\n<li>Ensure that sales teams&#8217; work ensures the strongest ROI possible<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Perch\u00e9 la pianificazione del territorio di vendita \u00e8 importante? <\/strong><\/h2>\n\n\n\n<p>La Sales Management Association ha condotto <a href=\"https:\/\/www.xactlycorp.com\/blog\/sma-research-findings-territory-planning-statistics\" target=\"_blank\" rel=\"noreferrer noopener\">un sondaggio<\/a> con circa 100 organizzazioni. Quelle con una <strong>progettazione efficace del territorio<\/strong> hanno avuto <strong>obiettivi di vendita maggiori del 14%<\/strong> rispetto alla media. Al contrario, lo stesso studio afferma che le istituzioni con <strong>piani inefficienti<\/strong> hanno avuto un <strong>tasso di successo inferiore del 15%<\/strong> rispetto alla media. <\/p>\n\n\n\n<p>Pertanto, creare un modello del piano territoriale delle vendite incoraggia davvero l&#8217;efficienza e aumenta i profitti. Diamo un&#8217;occhiata ad alcuni dei vantaggi pi\u00f9 importanti. <\/p>\n\n\n\n<p><strong>Higher progress and optimized strategies:\u00a0<\/strong>Segmenting your opportunities by detailed criteria helps you to build a tactical approach towards sales. With data-driven insights into territories, you improve performance and see strengths as well as weaknesses. Therefore, you make more strategic decisions.\u00a0<\/p>\n\n\n\n<p><strong>Pi\u00f9 tempo per le vendite<\/strong>: Gli studi degli analisti del settore mostrano ripetutamente un declino nella produttivit\u00e0 a causa di approcci poco produttivi verso le vendite. Come istruire gli operatori su segmenti che altri rappresentanti probabilmente gi\u00e0 conoscono. <\/p>\n\n\n\n<p>In contrast,\u00a0<a href=\"https:\/\/hbr.org\/2015\/08\/why-sales-teams-should-reexamine-territory-design\" target=\"_blank\" rel=\"noreferrer noopener\">Harvard Business Review<\/a>\u00a0claims that businesses show a sales increase of up to\u00a0<strong>7 %<\/strong>\u00a0by simply redesigning their focus. Having a great territory mapping strategy, therefore, leads to less time for unnecessary training and more space for selling.\u00a0<\/p>\n\n\n\n<p><strong>Carico di lavoro equilibrato<\/strong>: Il modello di mappatura territoriale aiuta a evitare che le persone siano controproducenti lavorando sullo stesso compito. Assicura che ogni rappresentante di vendita sia a pieno regime nel proprio campo. In questo modo, potrai anche diminuire la frustrazione degli operatori e ridurre il turnover. <\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>5 passi per creare un piano del territorio di vendita<\/strong><\/h2>\n\n\n\n<p>A balanced sales territory plan makes wonders for your business. Yet, you need a\u00a0unique approach. One that fits your business specifically. What works for one company doesn&#8217;t necessarily have to work for another.\u00a0<\/p>\n\n\n\n<p>Qui ci sono <strong>5 passi che dovresti seguire<\/strong> per creare un piano territoriale adatto.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#1 Definisci i tuoi traguardi e obiettivi aziendali<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Financial Goals<\/strong><\/li>\n<\/ul>\n\n\n\n<p>Prima di inizare a pianificare, devi sapere <strong>quello che vuoi ottenere<\/strong>. Ci sono molti approcci diversi per fissare gli obiettivi di vendita.<\/p>\n\n\n\n<p>Per prima cosa, parliamo degli <strong>obiettivi finanziari<\/strong>. Inizia dall&#8217;alto &#8211; da grandi numeri di vendita &#8211; e scendi verso il basso. Fissa i tuoi obiettivi finanziari annuali. Poi <strong>suddividili<\/strong> in trimestri, mesi e perfino settimane. <\/p>\n\n\n\n<p><strong>Ad esempio:<\/strong> Supponiamo che il tuo obiettivo annuale sia di <strong>500.000 dollari. Di conseguenza il tuo obiettivo trimestrale sar\u00e0 di 125.000 dollari e quello mensile di 41.700 dollari.<\/strong>.  <\/p>\n\n\n\n<p>Unsure what your annual goal should be? For starters, it&#8217;s good to take\u00a0<strong>last year&#8217;s sales numbers<\/strong>\u00a0and\u00a0<strong>add ten percent\u00a0to them<\/strong>. Of course, this depends on your financial situation. It can be more, and it can be less.\u00a0<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Strategic Goals and Objectives<\/strong><\/li>\n<\/ul>\n\n\n\n<p>Continuiamo con un piano riguardo agli <strong>obiettivi<\/strong> che stai cercando di <strong>raggiungere<\/strong>. Ci\u00f2 porter\u00e0 pi\u00f9 chiarezza ai tuoi obiettivi aziendali e alle tendenze del settore. <\/p>\n\n\n\n<p><strong>To put together what you are trying to achieve, answer the following questions:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is the mission you are heading towards?<\/li>\n\n\n\n<li>What do you want to offer your customers?\u00a0<\/li>\n\n\n\n<li>What are key trends in your industry?<\/li>\n\n\n\n<li>Do you comply with these trends?<\/li>\n\n\n\n<li>What is your average conversion rate?<\/li>\n\n\n\n<li>How many prospects do you need to meet your goals?<\/li>\n\n\n\n<li>Which of your services is selling the best?<\/li>\n\n\n\n<li>Why can that be?<\/li>\n<\/ul>\n\n\n\n<p>Questo \u00e8 il <strong>primo passo<\/strong> verso la creazione di un sistema di mappatura territoriale produttiva. <\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#2 Analizza il tuo mercato e segmenta i tuoi clienti<\/strong><\/h3>\n\n\n\n<p>Dopo aver chiarito i tuoi obiettivi, dovresti scavare pi\u00f9 a fondo nel tuo settore di mercato e dividere i tuoi clienti in segmenti. Questo si pu\u00f2 fare in base a diverse caratteristiche. Settore, cronologia degli acquisti, posizione o qualsiasi altro dato rilevante. <\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Definisci i tuoi clienti:<\/strong><\/h4>\n\n\n\n<p>Esplorare il tuo mercato mette in mostra chiaramente chi sono i tuoi clienti. <\/p>\n\n\n\n<p><strong>Utilizza queste domande per osservarli pi\u00f9 da vicino: <\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is your target group&#8217;s common pain point?<\/li>\n\n\n\n<li>What do they often purchase?\u00a0<\/li>\n\n\n\n<li>How does it lead to deals you have won?\u00a0<\/li>\n\n\n\n<li>What caused a loss of deals you didn&#8217;t win?\u00a0<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Segmenta i tuoi clienti:<\/strong><\/h4>\n\n\n\n<p>Determine how to segment based on what is relevant for your business. You can divide the criteria by B2B and B2C sectors.\u00a0<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>For B2B (business-to-business) sales:\u00a0<\/strong>department function, organizational roles or business type and size, etc.\u00a0<\/li>\n\n\n\n<li><strong>For B2C (business-to-consumer) sales:\u00a0<\/strong>behavioral patterns, location, demography, psychography, etc.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Definisci le principali tendenze di mercato:<\/strong><\/h4>\n\n\n\n<p>It may be based on your market or on geographical location. Simply, on\u00a0<strong>anything relevant<\/strong>\u00a0to your business focus. The main point is to identify your business environment.\u00a0<\/p>\n\n\n\n<p><strong>Cosa cercare:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What are the key trends in your industry based on diverse criteria?<\/li>\n\n\n\n<li>What makes your business unique?<\/li>\n\n\n\n<li>How can you use your findings to drive more sales?<\/li>\n<\/ul>\n\n\n\n<p>Besides searching for new findings, look at\u00a0<strong>relevant\u00a0<\/strong><a href=\"https:\/\/test-staging.cloudtalk.io\/analytics\/\" target=\"_blank\" rel=\"noreferrer noopener\">statistics<\/a>\u00a0you have\u00a0<strong>already collected<\/strong>. An intelligent revenue platform Xactly claims that with the right data insights, companies can<strong>\u00a0reduce territory planning<\/strong>\u00a0<strong>time<\/strong>\u00a0by up to\u00a0<a href=\"https:\/\/www.xactlycorp.com\/resources\/guides\/research-brief-optimizing-sales-territory-design\" target=\"_blank\" rel=\"noreferrer noopener\">75 %<\/a>.\u00a0<\/p>\n\n\n\n<p>Based on your current findings, select those territories that show\u00a0<strong>signs of growth<\/strong>\u00a0in comparison to the past results. Then assign these to your best-fitting sales reps. This way, they will know how to drive sales based on\u00a0<strong>trend-evolving tendencies<\/strong>.\u00a0<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Valuta la concorrenza<\/strong><\/h4>\n\n\n\n<p>Your own business data is not the only way to analyze and segment a market base for territory planning. You can, and you should\u00a0<strong>learn a lot from your competition<\/strong>.\u00a0<\/p>\n\n\n\n<p>First, put together\u00a0<strong>who they are<\/strong>. Then, think of what they offer and why customers choose their products. How can you use it, so they\u00a0<strong>rather choose you<\/strong>\u00a0next time?\u00a0<\/p>\n\n\n\n<p><strong>Osserva<\/strong> le caratteristiche del prodotto di un concorrente e paragonale alle tue. <\/p>\n\n\n\n<p><strong>Segui principalmente questi criteri: <\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Pricing<\/li>\n\n\n\n<li>Reviews<\/li>\n\n\n\n<li>Positioning\u00a0<\/li>\n\n\n\n<li>Use-cases<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#3 Fissa gli obiettivi e crea i target<\/strong><\/h3>\n\n\n\n<p>Until now, you had defined your goals, analyzed your market environment, and segmented your customers. Now it&#8217;s time to\u00a0<strong>create targets<\/strong>. Well-tailored targets let you achieve bigger things.\u00a0<\/p>\n\n\n\n<p><strong>Our advice<\/strong>\u00a0&#8211; do it\u00a0<strong>S.M.A.R.T.\u00a0<\/strong>This abbreviation represents how your targeting strategy should look: Specific, Measurable, Achievable, Relevant, and Time-based.\u00a0<\/p>\n\n\n\n<p>Create targets for\u00a0<strong>both your teams<\/strong>\u00a0but also for<strong>\u00a0individual reps<\/strong>. These will put your business into order, as well as uncover what works and what needs to be modified. It will also\u00a0<strong>motivate your sales agents\u00a0<\/strong>to be more productive and motivated.\u00a0<\/p>\n\n\n\n<p>Quindi come ottieni degli obiettivi specifici, misurabili, attuabili e temporali? Il target dovrebbe essere il pi\u00f9 <strong>tangibile<\/strong> e <strong>ben organizzato<\/strong> possibile. Hai bisogno di avere in mente un <strong>numero preciso di target<\/strong>, ma non mettere troppa pressione sui tuoi operatori di vendita. Altrimenti, finiranno per essere confusi e frustrati.<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Ecco un esempio pratico: <\/strong><\/h4>\n\n\n\n<p>Rather than setting a target of closing\u00a0<strong>60 deals a year<\/strong>\u00a0to meet quotas, set a target of making\u00a0<strong>15 calls each week<\/strong>. A smaller number in a relatively short time feels much more tangible. This way, you are\u00a0<strong>giving your agents a task<\/strong> but\u00a0empowering them to take a charge\u00a0of how they handle it. The above-mentioned approach is also easier for you to monitor.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#4 Svolgi un&#8217;analisi SWOT<\/strong><\/h3>\n\n\n\n<p>L&#8217;analisi SWOT \u00e8 un gioco da ragazzi. Tuttavia, \u00e8 uno <strong>strumento incredibilmente potente<\/strong> per incrementare la tua strategia aziendale. <\/p>\n\n\n\n<p>Individua fattori base che influenzano la tua azienda, affinch\u00e9 tu possa sviluppare un solido piano territoriale. In questo modo, avrai una chiara comprensione di <strong>quale lavoro necessiti la priorit\u00e0<\/strong> per la crescita dell&#8217;azienda. <\/p>\n\n\n\n<p><strong>SWOT consists of 4 words:<\/strong>\u00a0Strengths, Weaknesses, Opportunities, and Threats.\u00a0<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Punti di forza <\/strong><\/h4>\n\n\n\n<p>Le analisi dei punti di forza ti dicono quali vantaggi puoi utilizzare per far crescere la tua azienda. <\/p>\n\n\n\n<p><strong>Il primo passo \u00e8 quello di definire gli obiettivi dei tuoi punti di forza:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Where do they excel?\u00a0\u00a0<\/li>\n\n\n\n<li>What strengths do you want to build on?<\/li>\n\n\n\n<li>How can you use your team to execute the strategy?<\/li>\n<\/ul>\n\n\n\n<p>Concentrati soprattutto sull&#8217;ultima domanda. I rappresentanti di vendita sono il tuo <strong>punto di forza<\/strong>. Ogni persona ha da offrire il <strong>proprio background<\/strong> personale ed <strong>esperienze uniche<\/strong>. In seguito approfondiremo questo punto.<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Debolezze<\/strong><\/h4>\n\n\n\n<p>Adesso pensa ai tuoi punti deboli. Quali sono le <strong>vulnerabilit\u00e0 della tua azienda<\/strong>? Esamina i tuoi processi di vendita ma identifica anche i punti deboli del tuo team. <\/p>\n\n\n\n<p><strong>Esempi di quali potrebbero essere i tuoi eventuali punti deboli:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>An overly large geographical area you cover<\/li>\n\n\n\n<li>Insufficient understanding of your product &#8211; from both your and customers&#8217; side<\/li>\n\n\n\n<li>Lack of understanding to your customer&#8217;s real needs<\/li>\n\n\n\n<li>Chaotic or missing sales tactics<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Opportunit\u00e0<\/strong><\/h4>\n\n\n\n<p>La maggior parte delle aziende dispongono di opportunit\u00e0 di cui <strong>non si rendono conto<\/strong> o che <strong>non utilizzano<\/strong>. Quali sono le tue? <strong>Individua una lacuna nel mercato<\/strong> da poter colmare.<\/p>\n\n\n\n<p><strong>Esempi di eventuali opportunit\u00e0 da tenere d&#8217;occhio:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Lack of competition in your field<\/li>\n\n\n\n<li>Under-served territories<\/li>\n\n\n\n<li>Growing demand for your products or services<\/li>\n\n\n\n<li>Sales representatives with connections to the right customers<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>Minacce<\/strong><\/h4>\n\n\n\n<p>Cos\u00ec come ci sono le opportunit\u00e0, esistono anche delle minacce di cui devi essere messo al corrente. In ogni piano territoriale, considera ci\u00f2 che pu\u00f2 recare danno alla tua azienda. In questo modo, potrai facilmente evitarlo. <\/p>\n\n\n\n<p><strong>Esempi di eventuali minacce:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Unexpected changes in your market<\/li>\n\n\n\n<li>New industry and regulation standards<\/li>\n\n\n\n<li>Strong competitors fighting over the same market<\/li>\n<\/ul>\n\n\n\n<p>Keep in mind that these factors are not standing alone.\u00a0<strong>They work together<\/strong>. What is your\u00a0<strong>strength<\/strong>\u00a0that may also be a\u00a0<strong>big opportunity<\/strong>? You just need to find the right territory and sales professionals to make use of it.\u00a0<\/p>\n\n\n\n<p>Ma non devi concentrarti solo su quello da cui puoi trarre vantaggio. Al contrario, una zona che nasconde <strong>gravi minacce concorrenziali<\/strong> richiede <strong>un&#8217;attenzione speciale<\/strong>, al fine di proteggere la tua azienda da qualsiasi sorpresa negativa. <\/p>\n\n\n\n<p>Another important insight &#8211; SWOT analysis doesn&#8217;t only point out big things, such as revenue, market needs, or geography. It can<strong>\u00a0reveal small issues\u00a0<\/strong>you shouldn&#8217;t overlook. Such as gaps in the systems you otherwise wouldn&#8217;t see. Or a need for\u00a0<strong>better training<\/strong>. There may even be a\u00a0<strong>hidden challenge\u00a0<\/strong>within the product or service you offer.<\/p>\n\n\n\n<p>Therefore, the <a href=\"https:\/\/venngage.com\/blog\/swot-analysis-templates\/\" target=\"_blank\" rel=\"noopener\">SWOT analysis<\/a> is not only here to show precise results. It makes you<strong>\u00a0think complexly\u00a0<\/strong>about how your business and territory plan works and how it should work.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"768\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1024x768.png\" alt=\"SWOT\" class=\"wp-image-13405\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1024x768.png 1024w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-300x225.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-768x576.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1536x1152.png 1536w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-1392x1044.png 1392w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot.png 1600w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-200x150.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-597x448.png 597w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-533x400.png 533w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-484x363.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-400x300.png 400w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-388x291.png 388w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-107x80.png 107w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-180x135.png 180w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-swot-64x48.png 64w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#5 Assegna i leads<\/strong><\/h3>\n\n\n\n<p>Now that you analyzed where your agents&#8217; best knowledge lies,\u00a0<strong>start<\/strong><strong>\u00a0assigning<\/strong>\u00a0the most\u00a0<strong>suitable reps\u00a0<\/strong>to<strong>\u00a0each territory<\/strong>.\u00a0<\/p>\n\n\n\n<p>Per prima cosa, ti consigliamo di <strong>classificare i tuoi lead secondo il valore<\/strong>. Alcuni di loro probabilmente non porteranno molto profitto. Altri invece sono promettenti, con un&#8217;alta possibilit\u00e0 di diventare clienti. E alcuni li hai gi\u00e0 in pugno.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>First group:\u00a0<\/strong>It should contain your most valuable leads. Those who require little effort in order to purchase your product.\u00a0<\/li>\n\n\n\n<li><strong>Second group:<\/strong>\u00a0Here are leads who need a bit more work but still present a pretty high chance of generating revenue. Therefore, they are worth investing more time into.<\/li>\n\n\n\n<li><strong>Third group:\u00a0<\/strong>Leads in this category require a lot of effort in order to turn them into paying customers.\u00a0<\/li>\n<\/ol>\n\n\n\n<p>Dopo aver formato i gruppi, decidi in che modo <strong>usare le tue risorse<\/strong> per rispecchiarli al meglio. Assegna leads da ognuna delle tre categorie ai <strong>rappresentanti di vendita adatti<\/strong>. Il primo gruppo probabilmente richieder\u00e0 il tuo operatore pi\u00f9 esperto. Il secondo e il terzo gruppo possono essere gestiti dagli altri. <\/p>\n\n\n\n<p>Also, as we mentioned earlier,\u00a0<strong>use reps&#8217; specific experiences<\/strong>. If you communicate with a lead from the pharmaceutical industry, assign an agent who already has established relationships in this field. She or he, therefore,\u00a0knows how to talk the leads&#8217; language. Another person can have deep knowledge in closing deals within the financial sector. Use it to your advantage.<\/p>\n\n\n\n<p>Puoi utilizzare anche lo stesso sistema con esperienze sulla base di <strong>altri attributi<\/strong>, come l&#8217;azienda, la grandezza, la posizione, ecc. <\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Strumenti che ti servono per costruire il tuo piano del territorio di vendita<\/strong><\/h2>\n\n\n\n<p>Dopo aver completato tutti i passaggi suggeriti dalla nostra guida, avrai bisogno di <strong>alcuni strumenti<\/strong> per mettere le cose in pratica. Qui, spiegheremo quali sistemi sono <strong>essenziali<\/strong> per eseguire perfettamente il tuo piano territoriale di vendita di qualit\u00e0.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#1 Software per ufficio<\/strong><\/h3>\n\n\n\n<p>Whatever visual approach you take towards crafting your territory map, you need\u00a0<strong>reliable office software<\/strong>. That helps you turn your plan into\u00a0<strong>tangible documentation<\/strong>, no matter if you seek an image, graph, or table.\u00a0<\/p>\n\n\n\n<p>Office software usually includes applications for word processing, email, spreadsheets, and <a href=\"https:\/\/www.envato.com\/blog\/best-corporate-powerpoint-templates-for-business\/\" target=\"_blank\" rel=\"noopener\">presentation decks<\/a>. The two most popular tools are\u00a0<strong>Microsoft 365\u00a0<\/strong>and\u00a0<strong>Google Workspace<\/strong>.\u00a0<\/p>\n\n\n\n<p>Google Workspace is generally a better choice for\u00a0<strong>small\u00a0<\/strong>to\u00a0<strong>medium-sized<\/strong>\u00a0<strong>businesses.<\/strong>\u00a0Those that are good to go with a simple solution. In contrast, Microsoft 365 has\u00a0<strong>enterprise-grade features<\/strong>\u00a0for big, more complex companies.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.pcmag.com\/picks\/the-best-office-suites\" target=\"_blank\" rel=\"noreferrer noopener\">Here<\/a>, you can find an\u00a0<strong>overview of the best office software for <\/strong>2025.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#2 Mappatura del territorio<\/strong><\/h3>\n\n\n\n<p>Sales territory mapping software is key for each successful plan, taking all important data from the CRM (customer relationship management) system. It assists with organizing information for various territories and\u00a0visualizing them on a map. This gives you a detailed insight into prospects within a specific area.\u00a0<\/p>\n\n\n\n<p>Il software di mappatura del territorio di vendita filtra facilmente i dati importanti. Offre degli <strong>approfondimenti<\/strong> sul comportamento dei clienti o dei leads. Come le interazioni precedenti o le loro ultime visite. Pertanto, aiutano a scoprire <strong>quali siano gli eventuali prossimi passaggi<\/strong> che ti servono per attuare un targeting migliore. Quest&#8217;informazione potrebbe essere in seguito <strong>facilmente distribuita<\/strong> tra tutti gli operatori. <\/p>\n\n\n\n<p>Managers can also make use of the sales territory mapping software to measure performance and see\u00a0<strong>which process resulted in a sale<\/strong>. It saves time and may result in better collaboration. Between sales reps and leads, as well as between your team members internally.\u00a0<\/p>\n\n\n\n<p>Ti permette semplicemente di <strong>spremere al massimo ogni campo territoriale<\/strong>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#3 Piattaforma di gestione delle relazioni tra clienti<\/strong><\/h3>\n\n\n\n<p>Un sistema CRM facilita di molto il trattamento dei dati. Ti consente di <strong>tracciare tutti i dettagli importanti<\/strong> sui prospects per poter interagire con loro. Il CRM contiene un&#8217;intera cronologia delle comunicazioni e monitora tutte le informazioni necessarie. <\/p>\n\n\n\n<p>In questo modo, i tuoi rappresentanti avranno sempre <strong>accesso a ogni dettaglio<\/strong>, che li supporter\u00e0 a concludere pi\u00f9 accordi. L&#8217;analisi dei dati nel CRM aiuta anche le aziende con la <strong>fidelizzazione<\/strong> dei clienti e la <strong>crescita degli account<\/strong>. <\/p>\n\n\n\n<p>Specialmente quando le <a href=\"https:\/\/test-staging.cloudtalk.io\/it\/integrazioni\/\" target=\"_blank\" rel=\"noreferrer noopener\">integri<\/a> con il tuo <strong>software di chiamata<\/strong>. In questo modo, <a href=\"https:\/\/test-staging.cloudtalk.io\/it\/blog\/una-guida-complessa-attraverso-lautomazione-del-call-center\/\" target=\"_blank\" rel=\"noreferrer noopener\">automatizzi il processo<\/a> di unire i dati da entrambi i sistemi in uno solo. Puoi tenerli in un posto singolo e ben organizzato. <\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>#4 Software di comunicazione del team di vendita<\/strong><\/h3>\n\n\n\n<p>Quasi tutto quello che facciamo oggi, <strong>lo facciamo a distanza<\/strong>. Se vendi, avrai bisogno di <strong>numerose piattaforme di comunicazione online<\/strong>. Come le email, account di social media, SMS o un <a href=\"https:\/\/test-staging.cloudtalk.io\/it\/blog\/che-cose-un-cloud-phone-system\/\" target=\"_blank\" rel=\"noreferrer noopener\">sistema di chiamata di qualit\u00e0<\/a>. <\/p>\n\n\n\n<p>Yet, for current needs, an old analog call center phone setup just doesn&#8217;t do the work anymore. Your reps are probably\u00a0<strong>traveling a lot<\/strong>\u00a0or\u00a0<strong>working from home<\/strong>. A\u00a0<strong>cloud-based calling solution<\/strong>\u00a0&#8211; an online phone &#8211; allows them to contact leads and customers from anywhere. They can also<strong>\u00a0receive inbound calls<\/strong>\u00a0on their\u00a0<strong>own laptops<\/strong>\u00a0or<strong>\u00a0phone<\/strong>s without using a personal number.\u00a0<\/p>\n\n\n\n<p><strong>Senza aver bisogno di ulteriori hardware. Il software fa tutto il lavoro. <\/strong><\/p>\n\n\n\n<p>Inoltre, le linee telefoniche tradizionali sono sprovviste di innumerevoli funzioni. Queste possono incrementare rapidamente le tue vendite. Ad esempio, possedere delle <a href=\"https:\/\/test-staging.cloudtalk.io\/it\/software-per-call-center-con-statistiche\/\" target=\"_blank\" rel=\"noreferrer noopener\">statistiche<\/a> che valutano i dati direttamente dal tuo software rappresenta un vantaggio enorme per creare un piano territoriale di vendita efficace. <\/p>\n\n\n\n<p>Then, there is a\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/it\/software-di-registrazione-per-call-center\/\" target=\"_blank\" rel=\"noreferrer noopener\">call recording<\/a>\u00a0feature. This cuts the time for personally observing new sales reps&#8217; performance. You may listen to their phone calls. Anytime, from anywhere. It further\u00a0<strong>helps<\/strong>\u00a0agents with\u00a0<strong>closing deals faster\u00a0<\/strong>and\u00a0<strong>collects valuable insights\u00a0<\/strong>for your territory planning. Since you can come back to each conversation, call recording lets you explore customers&#8217; pain points, needs, likes, and dislikes.\u00a0<\/p>\n\n\n\n<p>Through the\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/it\/monitoraggio-delle-chiamate\/\" target=\"_blank\" rel=\"noreferrer noopener\">call monitoring<\/a>\u00a0feature, you can<strong>\u00a0listen to phone calls\u00a0<\/strong>in real-time. It allows you to enter the call when agents need help. It also lets you talk with your reps without the caller hearing you or even joining the conversation. Call monitoring often discovers a space for\u00a0<strong>additional mentoring<\/strong>.\u00a0<\/p>\n\n\n\n<p>With\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/skill-based-routing\/\" target=\"_blank\" rel=\"noreferrer noopener\">skill-based routing<\/a>, you can put your territory mapping findings into action. The tool allows you to assign the best-fitting agents to the best-fitting clients. Or utilize\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/vip-queues\/\" target=\"_blank\" rel=\"noreferrer noopener\">VIP queuing<\/a>\u00a0to make your most precious customers feel important.\u00a0<\/p>\n\n\n\n<p>In\u00a0<strong>CloudTalk<\/strong>, we have all<strong>\u00a0these features<\/strong>\u00a0and\u00a0<strong>70 + more<\/strong>. Build your sales territory plan with an industry-leading cloud-based calling solution.\u00a0<\/p>\n<\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>According to Harvard Business Review, quality territory design can increase your revenue by 2 to 7 %. That&#8217;s why the&#8230;<\/p>\n","protected":false},"author":31,"featured_media":73911,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[256],"tags":[],"class_list":["post-73910","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vendite"],"acf":[],"_links":{"self":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/posts\/73910","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/users\/31"}],"replies":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/comments?post=73910"}],"version-history":[{"count":0,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/posts\/73910\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/media\/73911"}],"wp:attachment":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/media?parent=73910"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/categories?post=73910"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/tags?post=73910"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}