From the course: Managing Your Sales Territory
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Add to your territory
- I'm not sure that I've ever met a rep who thought they had enough territory. I'm sure there's a rep out there who feels that way, but I have yet to meet them. That makes sense. We as salsepeople know that a large territory can provide us with more opportunity. Our companies know that the territory has to be of a manageable size in order to be properly covered. We as salespeople probably know that too but we don't necessarily like it. This section is about adding to your territory. How do we go about doing this? There are a couple of ways to accomplish it, networking and exploration. We spent some time in prior sections talking about being involved in your territory and then networking within that territory. If your company sales policy allows for it, it can be very advantageous to work with network partners who cover a geography that extends past yours. Now these can be salespeople who sell complimentary products or brokers of one type or another who work with customers outside of…
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