Navigating a New Sales Territory

Here's how your territory probably looks if you're in sales:

1/3 of business you will get no matter what. This is established business. ✅
1/3 you won't get no matter what, because they're so established with the customer and there is no compelling event to get them to change. ❌
1/3 is up for grabs. 🤷‍♀️

Many, many sales reps survive on that first 1/3. They are order takers and they make a nice living this way.

They're "too busy" to go after new accounts, and honestly, they probably are, because there are so many administrative tasks, such as Sales Force, expense reports, etc that eat up their time these days.

But the really GOOD, and even GREAT sales reps go after that last one third. 💪

And you know what happens when they do? They have the potential to DOUBLE their business. 💸💰💵

Of course, if you're in a start-up, this is very different. All 100% is up for grabs, and things look very different.

The question is, how do you go after those competitive accounts?

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