Territory Sales Manager

Function: Sales

About Territory Sales Manager: Manages sales activities within a specific geographic area. This role falls within the Sales function of a firm. Important aspects of this role are covered below to give you an idea about your own resume and help you distill your own experiences for a prospective employer in interviews

Primary Activities

A Territory Sales Manager in the Sales function is typically expected to perform the following activities as a part of their job. Expect questions delving deeper into these areas depending on your level of experience. This is a representative list and not a complete one; the latter are generally based on the exact nature of the role

Prospecting: Identifying and reaching out to potential customers within the assigned territory to generate new leads and opportunities
Sales Presentations: Delivering persuasive and informative presentations to potential customers, showcasing the benefits and features of the products or services being offered
Negotiation: Engaging in negotiations with customers to reach mutually beneficial agreements on pricing, terms, and conditions
Closing Deals: Finalizing sales by obtaining customer commitment and completing necessary paperwork or contracts
Account Management: Building and maintaining strong relationships with existing customers, ensuring their satisfaction, and identifying opportunities for upselling or cross-selling
Market Research: Conducting research on the market, competitors, and industry trends to stay informed and adapt sales strategies accordingly
Sales Reporting: Preparing regular reports on sales activities, pipeline, and results, providing insights and recommendations to management
Training & Development: Continuously improving sales skills and product knowledge through training programs and self-development to enhance performance

Key Performance Indicators

Territory Sales Managers in the Sales function are often evaluated using the following KPI metrics. Address atleast some of these metrics in your resume line items & within your interview stories to maximize your prospects (if you have prior experiences in this or a related role). This is not a comprehensive list and exact metrics vary depending on the type of business

Sales Revenue: The total amount of revenue generated from sales within the assigned territory
Sales Growth: The percentage increase in sales revenue compared to the previous period
Market Share: The percentage of total market sales captured by the territory sales manager's products or services
Customer Acquisition: The number of new customers acquired within the assigned territory
Customer Retention: The percentage of existing customers retained within the assigned territory
Average Deal Size: The average value of each sales deal closed within the assigned territory
Sales Conversion Rate: The percentage of leads or prospects that convert into actual sales within the assigned territory
Sales Pipeline Value: The total value of all potential sales opportunities in the territory sales manager's pipeline
Sales Activity: The number of sales calls, meetings, or presentations conducted by the territory sales manager
Product Knowledge: The level of understanding and expertise the territory sales manager possesses about the products or services being sold

Selection Process

Successful candidates for a Territory Sales Managers role in the Sales function can expect a similar selection process as the one outlined below. Actual process may vary depending on seniority, size/type of company etc.

Phone screening
Brief phone call to assess qualifications and fit
Initial interview
In-person or virtual interview with hiring manager to discuss experience and skills
Sales assessment
Evaluation of sales abilities through role-play or case study
Second interview
Deeper discussion on sales strategies and territory management with sales team or senior management
Reference check
Contacting provided references to verify information and gather insights
Final interview
Meeting with senior executives or higher-level management to assess overall fit and potential
Offer
Job offer extended to successful candidate

Interview Questions

Common Interview Questions that a Territory Sales Managers in the Sales function is likely to face. Prepare stories that tailor to your own experiences that may help you answer these questions effectively. This is not a complete list and more questions will be added over time. Use the topic tags in the search box below to filter by specific topics

Link	Question	Topic(s)
Link	Tell me about your experience in sales.	Experience
Link	How do you approach building and maintaining relationships with clients?	Relationship Building
Link	Can you describe a successful sales strategy you have implemented in the past?	Sales Strategy
Link	How do you handle objections from potential customers?	Objection Handling
Link	What techniques do you use to identify new sales opportunities?	Lead Generation
Link	How do you prioritize your sales activities and manage your time effectively?	Time Management
Link	Tell me about a time when you exceeded your sales targets.	Sales Performance
Link	How do you stay motivated in a competitive sales environment?	Motivation
Link	Can you give an example of a difficult sales negotiation you have successfully handled?	Negotiation Skills
Link	How do you adapt your sales approach to different types of customers?	Customer Adaptation
Link	What CRM software have you used in the past?	CRM Software
Link	How do you handle rejection in sales?	Rejection Handling
Link	Tell me about a time when you had to resolve a conflict with a customer.	Conflict Resolution
Link	What steps do you take to ensure accurate sales forecasting?	Sales Forecasting
Link	How do you stay updated on industry trends and competitor activities?	Industry Knowledge
Link	Can you describe a time when you had to work collaboratively with other departments to achieve sales goals?	Cross-functional Collaboration
Link	What strategies do you use to build and expand your sales pipeline?	Pipeline Development
Link	How do you handle customer complaints and ensure customer satisfaction?	Customer Satisfaction
Link	Tell me about a time when you had to meet tight deadlines in a sales project.	Deadline Management
Link	What metrics do you use to measure your sales performance?	Sales Metrics