Unless a salesperson is thinking very objectively and strategically, there is often a tendency to spend more time than necessary with customers and prospects they like, and less time than necessary with prospects and customers they don’t  “connect” with. And this tendency is only ONE of MANY factors that can contribute to a salesperson managing their territory poorly.

At the conclusion of this session, participants will be able to:

• Understand the characteristics of high-potential customers and prospects.
• Develop an objective process for estimating the business potential of every customer and prospect.
• Classify all customer and prospect accounts into three categories based on estimated potential.
• Allocate time and resources strategically, with a heavy emphasis on high-potential customers and prospects.

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