February 4, 2014 at 7:00 AM
ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question.
“Do you have a plan for prioritizing your accounts?”
How will you respond? You may already have a target list created by your sales operations department. The problem is they don’t know the details of your territory like you do. In fact, one of your top 5 just went out of business! The list provided is good directionally, but you know it can be better.
Want to know the answer to your manager’s question before they ask?
Download the Ultimate Lead List Calculator to prioritize your accounts for success.
January 13, 2014 at 7:00 AM
“The only thing that is constant is change.” – Heraclitus
The beginning of the year can be filled with challenges, such as:
- Getting back to work after the holidays
- Preparing for the BIG kickoff meetings
- New products or services in your portfolio
- Changes in personnel
- A higher sales number to hit
As a sales representative these are a few of the hurdles you may face. One of the most dreaded can be a change to your territory. You may need to call on customers and prospects in unfamiliar areas. You may have lost some or all of your pipeline. To make your number you must be able to answer a key question.
“Where should my focus be in my new territory?
Follow the 4 steps and use the Agile Territory Planner to become the master of your domain.
Step 1. Discovery
Information about your new territory is usually available to help you ramp quickly. Don’t recreate the wheel when you have resources to help. Start with the following actions:
September 17, 2013 at 7:00 AM
August 20, 2013 at 7:00 AM
July 11, 2013 at 7:00 AM
Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders. 5 years ago they were right. Nothing was more important than executing in the trenches. But during those times, the trenches were out in the field. In this post we will explore how the trenches have changed. Today, getting in the door is more difficult than executing face-to-face sales calls.
June 26, 2013 at 11:07 PM
Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach your Buyer.