How sales reps can hit the ground running in a new territory

04/10/2012 | Sales Benchmark Index

There are two types of sales representatives, and they should use different approaches when taking over new sales territories, writes Bryce Record. Sales representatives who are focused on building relationships with existing clients should talk to the outgoing sales representative and take him or her along on visits with clients. A sales representative who is focused on finding new customers should consult with his or her sales manager.

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