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At the time you evaluated your assigned territory, did the numbers match your personal goal?
Does your territory plan agree with your vision of how much money you will make with the business you close this year? Next year?...and the year after?
So when you answer the question, "How important is knowing where the money is in your territory?", have you pinpointed the companies that need you most?
What about the companies that are buying from the competition and are ready to make a switch... if they could find something that would be a better and more matched solution?
Where do you go to get this information about your prospects? ...about your competitors? Who spells out the prospect's problems that only you can solve?
Once you have identified the potential prospects in your territory, what criteria makes up the qualification checklist to determine the priority in which you will work your plan? ( Why is it the Sales Manager says "Plan your work, and work your plan", but hasn't really shown you the steps to do it successfully?)
When you try to sell value, quality and service - does the prospect lose interest? Is it possible that the prospect has their own definitions of value, quality and service? And they might be totally different than your definitions? Where in your approach do you allow the steps to finding that out?
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