From the course: Managing Your Sales Territory
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Client location
- As sales reps we can easily get caught up in the day-to-day push to bring in new business. If you're in a hunter role you're likely not incentivized to spend a great deal of time with current clients and this can sometimes lead to missing a very vital part of your territory management, your current client locations. When exploring your territory, it's vital to have a good understanding of where your current clients are located. Why is this? In sales we are asking people to make a change to our products and services and few things help that decision along more than knowing someone who's already done it before you. If you can point to a client across the street or near this prospects office, this can be a great asset on your behalf. Those people possibly see each other at local delis or coffee spots and the ability for them to stop and ask them a question is much more enhanced if you're in the same geography and they'll tell their experience and it could be a great help to you…
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