B2B sales glossary
A regional sales manager (RSM) leads the sales team and results for a region — typically several states or areas — managing area managers, targets and key accounts.
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RSMs translate national targets into regional plans, hire and coach area managers, manage the distributor network or key accounts in the region, and report performance to zonal or national leadership.
In B2B tech companies the equivalent role may manage a team of account executives covering a geography.
| Term | In one line |
|---|---|
| Territory Sales Officer (TSO) | A territory sales officer (TSO) manages sales in a defined geographic territory — usually by working with distributors and retailers — and is accountable for the territory’s targets. |
| Field Sales | Field sales (outside sales) is selling in person — salespeople travel to meet customers at their offices, shops, sites or plants. |
| Daily Sales Report (DSR) | A daily sales report (DSR) is a short end-of-day summary of a salesperson’s or team’s activity and results — calls, visits, orders, pipeline and next steps. |
| Channel Sales | Channel sales is selling through third-party partners — distributors, dealers, resellers or agents — instead of (or as well as) your own sales team. |
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Usually area sales managers, who in turn manage territory sales officers or sales executives.
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