1. Maintain the discipline to stay in
each area on a designated day and continue to work that
area
2. Use the telephone to set the stage
with appointments (and give you a change of pace) and begin
prospecting in the same neighborhood with energy calls (until
next appointment or next on-the-spot presentation
3. Review your numbers on a weekly
basis to ensure that you are on track to your goals, and
to determine what you’ve learned, and what changes
in process or skills need to be made
It should be obvious to you that every territory is different
-- different customers, different configurations, different
geography. That’s why you need to know your own territory
intimately.
