Tackle Your Sales Territory in 4 Weeks

By Michael Rickert

Tackle Your Sales Territory in 4 Weeks is a guide to help any sales rep take charge of their territory and build success. If you’re in medical sales or wanted to break into the industry, the suggestions and tips you've always wanted are in this book. If you are a sales rep overwhelmed with the daily tasks and prospecting in your entire territory, this book is for you.

The author uses his experience of learning on the job to put together four separate one week agendas outlined day–by–day. Each week will have you gain control of your territory by implementing tasks set for you to follow. By the end of the four weeks you will have put together a plan to organize your territory better than you ever have. This book lays the footwork for you to have the best understanding of your territory to maximize its potential revenue.

If you want to perform better every day, have the best pipeline ever and have your boss proud to have you working for them, then you need to buy this book.

• Language: English
• Publisher: Michael Rickert
• Release date: Jul 26, 2012
• ISBN: 9781476292632

Michael Rickert

Michael Rickert has been making sales calls on physician practices in the Chicago area and the Midwest for 10+ years. After fine tuning the daily process of organizing the work day, his tips have been put into this helpful book.

Book preview

TACKLE YOUR SALES TERRITORY IN 4 WEEKS

A Guide to Help any Medical Sales Rep Take Charge of Their Territory & Build Success

By Michael Rickert

Tackle Your Sales Territory in 4 Weeks

PUBLISHED BY:

Michael Rickert on Smashwords

Copyright 2012 Michael Rickert

2013 Edition, Revised March 1, 2013

Smashwords Edition, License Notes

This printed version of my ebook is licensed for your personal enjoyment only. This book may not be re-sold to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please contact the author and purchase your own copy. Thank you for respecting the hard work of this author.

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TABLE OF CONTENTS

Introduction

Setting the Table

The First Week

The Second Week

The Third Week

The Fourth Week

Putting It All Together

Building Your Own Legacy

The Sales Emergency Kit

Suggested Reading and Movies

Thank You

About the Author

About the Book

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INTRODUCTION

Did you just land your first job in medical sales?

Are physicians and physician groups your primary sales targets?

Do you need to know how to manage your sales territory?

Are you currently a sales representative in a rut?

Do you feel overwhelmed with what needs to get done?

Does figuring out how to plan your day make you want to go right back to bed?

In regards all of these questions, I have been there and I have felt like a failure many times. Managing a sales territory in the medical sales or pharmaceutical sales industry is not easy. Getting hired to take over an existing sales territory will always come with baggage from the previous representative. For example, you need a few months to build trust with the customers who were used to the previous representative. Also, being hired as the first one in a new sales territory is an exciting challenge. Regardless, the daunting task of organizing any territory becomes very overwhelming on day one. You have the pressures of meeting company demands and meeting your personal goals all while figuring out how to manage your time. The good news is that if you are up to the task, you can learn on the job very quickly. Bad news is that you need to be successful from the very first week you are on the job. If you are the sales representative in a rut, you know that you need to turn things around for the sake of your job and your future. Or you can think that the grass is greener on the other side, find another job and trade one set of problems/frustrations for another. I would not recommend this but people in medical sales do this all of the time and wonder why they aren’t happier with in their new job.

There are thousands of sales books on the market but I have not found one that can serve as a day–to–day guide outlining what to do to take full control of your territory. Taking control of your territory means you are outworking your competition who is still struggling with time management. That is part of the winning formula the average medical sales rep needs to start winning deals and finding success.

The Winning Formula

Always strive

Reviews for Tackle Your Sales Territory in 4 Weeks

[Elizabeth · Rating: 5 out of 5 stars]

great practical guide to managing and organizing your sales territory.