5 Keys to Starting a New Sales Territory

The new year always brings new challenges, both big and small. For a sales person, if you did a good job last year, you are probably being assigned a new territory to work. If so, you are in luck. Get ready to make more money in 2015.

As I have stated many times before, everything starts with having the right mindset. A new territory is a good thing if your mind is in the right place and you focus on these five keys to successfully working your new area.

by Rodney Fisher

1. Make An Introduction with Everyone

No matter what Salesforce or whatever CRM system you are using says make sure you contact everyone and introduce yourself. It doesn't matter where they may be in the sales cycle because you are only introducing yourself as the new representative for your company. Introductions are good icebreakers to find out more information. Do this by phone or in-person, not email.

2. Start With Current and Past Clients

If your fulfillment of your products and services is on point then start by reaching out to your existing or past clients. Find out how things are going, when you can meet with them in-person. If they don't have a current need then ask for referrals. You will the need to support of these clients to vouch for you with new prospects in the territory.

3. Hit the Conference Circuit

That's right. It's time to hit the conference circuit for your industry in your new territory. There will be many groups meeting in the first quarter of the year, so you need to be there exhibiting or at the very least networking. Time to polish up your elevator pitch and firm handshake.

4. Study Your Competition

Your normally assigned a new territory for one of two reasons: 1) The company is expanding. 2) You are needed to penetrate a territory that your company is not doing well in. Either way, you need to study your current competitors in the market. Who are their biggest clients and why? How many sales people do they have in the area? Do your recon, then plan the attack.

5. Follow-up, Follow-up, Follow-up

I can't stress this enough. Sales people make the biggest mistake with any client when they do not follow-up. It doesn't matter if you right it down, use an app, or put it on your Outlook calendar. Just make sure you follow-up in a timely manner. A great sales person once told me to always be early or on-time when I call and make sure I have something to say. It's hard to build your credibility back up when you miss a call or visit because you forgot.