How Can I Stay On My Rotation?

One of the most vexing issues for field sales professionals from somebody newly assigned to the field to the most seasoned veteran, is how do you stay on course? You have developed a route, a milk run if you will. You have a zone structure of places that you visit each and every day. And inevitably, not maybe, inevitably, that schedule is going to be disrupted. Either from an opportunity to attend [...]

How Many Zones Should You Have?

We frequently get the question…What is the ideal number of zones that a field professional should have? There is no hard and fast rule across the board, and there will likely be variability depending on the distribution channel you cover and the product set you offer. However, there is a disciplined way to try to approach the ideal number of zones for you. Remember why you did territory management in the first [...]