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A Territory Sales Manager is responsible for the overall sales and success of a particular region, predetermined by the organization they work for.
Being business minded is a necessary requirement as a territory sales manager. To be successful in sales, a professional must be able to prospect, build a pipeline of potential targets, know how to reach the decision maker and be willing to approach those decision makers with confidence. A territory sales manager must be able to build strong rapport with all types of personalities and have a solid understanding of customer service.
There is pressure, as a territory sales manager, to meet and exceed given targets. This is why a territory sales manager should handle pressure and stress like a pro. There is always new business to close and an exciting opportunity around the corner. A territory sales manager must be motivated to win which means that the most successful sales professionals have competitive personalities. A territory sales manager should understand that a sales cycle can be long, depending on the product being sold. This requires patience, dedication and fortitude.
Exceptional negotiation skills are required to be a successful territory sales manager. Presentation and public speaking skills are also required. Leadership abilities should be proven as many territory sales managers have a team of sales professionals who report to them.
Some technical skills may be needed as most sales organizations will utilize Customer Relationship Management software (CRM) such as SalesForce. Tracking and forecasting may also be done through Excel. PowerPoint skills may also be required.
There is no formal education required to be a successful territory sales manager although many organizations will request a Bachelor's Degree in Business, Marketing, or Communications. There are numerous sales workshops and courses that are valuable for continued sales education as well.