It’s been a minute since we’ve talked!
So I’ve begun to mentor some students when it comes to Sales (specifically outside sales, more of a traditional business model) and that made me think…
What would I have LOVED to have known going into my position that would made it easier to get the ball rolling?
So the next couple of days are going to be devoted to “If I was just starting out, what would I have liked to have known?”
Today’s post begins on Day 1… The first day on your new territory.
Think about it… Having a territory on your own means you’re basically running your own business. You’re basically a franchise owner that has an awesome backing and it’s your job to be successful!
If that thought makes you feel overwhelmed, sweaty, or just overall nervous… that’s ok! It’s NORMAL.
Once you get yourself together again, let’s start!
At some point, on your first day, you should have gotten an account list. (If you didn’t, just skip this part…I’ll come back to what you need to do later on in the post)
Hopefully, this account list is segmented into the following categories:
- Key – Normally the top 10 accounts that bought from your territory last year
- Opportunity – The top 10 accounts that currently buy from your competition that you’re trying to get to buy from you
- New – Exactly how it sounds. Someone who has never bought from your company before
- Existing – Those accounts that are consistent buyers from you
The verbiage can be different from company to company , but the type of segment should be the same.
Once you go through these accounts, your only job for today is to get a hold of your Key’s, introduce yourself, and make an appointment to see them.
I’m sure that you’re chomping at the bit to get to the New and Opportunity, but just hold up. You’ll get to these, but first you HAVE to tend to the people that are your bread and butter. Most of these people, for lack of a better term, are your ride or dies. You NEED to learn to sell to THESE people first before you move on.
Once and ONLY once you get appointments booked, then move on to Existing, New, and Opportunity. Try to do it in this order. Why? Your opportunity’s CAN be the hardest to sell, and if you’re new to the territory or just new to sales in general, this can be a tricky segment to navigate.
(Notice I keep on saying CAN. Once you learn some basic selling techniques, getting to this group is easier.)
So that’s it for Day 1! Simple huh?
If you got some value from this, please like, share, and comment below! See you tomorrow!