5 action items to consider when inheriting customers or a territory

Most of us began our sales career by inheriting a set of customers in our sales territory.  You signed on and were most likely given a list of customers to call on in your designated territory.  In Ag, we are typically given a geographic territory. 

The strange thing is that we often inherit these customers with little guidance on how to manage them: who to call on, who to ignore, or how to grow the business.  Part of the reason can be that our managers may not know a lot about them.  Maybe the previous salesperson was a long-term employee who retired and kept their customers closed off from the company.  Maybe these customers are part of an acquisition and they are brand new to your company and to you. 

Whatever the reason, we are challenged to venture out into the country and make the best out of our territory.  With your time as your number one resource, it’s important to spend it wisely when given a large group of new customers. 

Listen in as we cover 5 action items to consider when inheriting customers or a sales territory