Key Best Practices in Territory Management Territory Best

Key Best Practices in Territory Management Territory Best Practices Your Responsibility Best Practice Maximize Selling Time vs. Non-Selling Time Customer Contact more then 65% of the time • Selling Time: Maximize Customer Time by Eliminating Internal Waste • Prioritize your Ideal Customer Profile Identify your Ideal Customer Profile Understand who provides you the best metrics • Look for the Key Metrics that identify the ICP • Understand the potential by Customer/Prospect in your Territory Baseline Key Metrics Identify the Key Metrics for your Territory and Goals • Measure the Key Metrics that impact Circulation and Yield • Limit to 5 -7 Metrics for Efficiency Heat Map your Geography Geo-Code your ‘Patch’ in Three Areas: Current Customers, Prospects and Account Development • Based on where your ICP’s are; Code your Territory by Day, Week and Month • Establish a Regular Cadence with the Geographies within your Territory 0

Key Best Practices in Territory Management Territory Best Practices Your Responsibility Best Practice Look for opportunities for other product lines • Highest Win Rate and shortage Average Sales Cycle Length is AD inside Current Customers • “Pay it Forward’ ensures Key Company Collaboration Involve Mgmt. ’ Specialists’ and Product in your Accounts • One Out of Every Three Customer Calls involves another Company Resource • Productivity increases on average 35% when Company Resource is involved early in Sales Process Maximize Travel Time Be Aware of ‘Down’ Time and Increase Selling Time • Rule: Every One Hour of Travel Time should have a 40 minutes of Customer Activities • Travel Time should not be more than 90 minutes of the ‘Golden Hours” on any day Qualify all Prospects to your ICP before F 2 F sales call Work on Prospects that Maximize your Sales • Spend 65% of your Time in your Territory working with Customers who fit your ICP Cross-Sell all your Company’s Products Leverage Everyone in the Organization 1

Poor Territory Plan Techniques Avoid at all Costs Type Behaviors Traveling when Customers Ask • ‘Dropping’ everything for a Customer Request • Not Planning 3 Meetings for Every One Customer Meeting Spending more then 35% of • Reexamine your ICP every 6 Months your Time on non ICP • Using Virtual Communication for non ICP customers Prospects Not Developing AD in Current Customers • Ignoring Root Problems that you can solve • Missing Cross-Sell Opportunities Never Involving Mgmt. or Specialists • Trying to service and sell your Customers alone Not Having a Daily, Weekly and Monthly Cadence • Not planning your month in advance • Changing your plan based on ‘Urgent’ requests 2