From the course: Managing Your Sales Territory
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Be the "mayor"
- A number of years ago, we worked with the top producing sales rep, who had a very interesting take on his territory. He had a large, diverse territory, but like most reps, he had one particular area, in which he had found he had greater success than the others. He didn't ignore other parts of his territory, but there was one city that produced above and beyond the rest, and speaking with him one day, he announced that he was going to be the Mayor of the town. At first, we thought he had some political aspirations, but he clarified, and said that, he would be as well-known in that community as the real Mayor, and he would be the name associated with his product in that city. Interesting thought process, huh? He was very serious about this, and ironically, he ended up presenting his products to the actual Mayor of the city. He didn't miss the opportunity to tell the Mayor his approach, which the actual Mayor found to be great, and ultimately introduced our rep to even more business…
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