To effectively meet competition, what strategy might a sales team consider regarding territory size?

Increasing call frequency in smaller territories is a strategic approach that can significantly enhance a sales team's ability to meet competition effectively. By concentrating efforts within a defined area, sales representatives can build stronger relationships with customers, fine-tune their understanding of local market dynamics, and respond more quickly to the needs and preferences of their clients.

When sales reps focus on a smaller territory, they can afford to invest more time in each account, leading to better service, increased customer satisfaction, and potentially higher sales volumes. This strategy also allows sales teams to gather valuable feedback from customers more consistently, enabling them to adjust their offerings or sales approaches in real-time based on direct customer input.

In contrast, options involving decreasing the number of sales reps or expanding territory size could lead to diluted focus and reduced personal engagement with customers. Limiting customer interactions does not align with a competitive strategy, as it would inhibit the ability to establish long-term relationships and drive sales. Thus, increasing call frequency becomes a proactive measure that leverages intimacy and responsiveness to enhance a sales team's competitive edge.