From the course: Managing Your Sales Territory
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Organize your prospecting
From the course: Managing Your Sales Territory
Organize your prospecting
- At the outset of this training we talked about organizing your territory into various categories. Most sales reps have tendency naturally to organize by largest companies in their territory. Beyond that, there are a number of other ways to organize the territory, such as industry, products, geographies, and anything else that you might think has some logic to it. After having that initial organization done, it's now important to make sure that we create our prospecting plan in such a way as to maximize this organization. Organizing your prospecting efforts is an important part of managing your territory. Think of yourself as a mountaineer getting ready to scale a famous peak. You're researched the mountain and you know the names of all the various routes, how difficult each of these routes is, and you're aware of which places to avoid. That is the initial organization of your territory. Now you are the climber ready to leave and start your trek. This requires you to know exactly…
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