How to Build a Successful Territory

Understand how your organization works

FSG is a sales driven organization. Success begins at the territory level in the local market. Divisions are built upon successful territories and FSG is built upon successful divisions.

Building a successful sales territory requires the following:

• Educate yourself intensely. Read all that you can about your products and services. Read all that you can about the craft of selling. There is more information written on selling than almost any other subject. It is up to you to put it to use.

• Invest 60 hours a week in your career, every week. In three years and 4 months you will have enough experience to begin to master the art of sales.

• Genuinely love the customers you are calling on. Consider their needs above your own.

• Understand how your organization works, know who your key support departments and people are and what it is they do and how it affects customers.

• Know your competition thoroughly. What are they best at, where are they weak?

• Build industry allies. Your vendor relationships are every bit as important as your customer relationships. Use them wisely. Work to be smarter than they are.

• Be humble and stay hungry.

ACTION POINT: Follow the steps above to build a top tier territory.