Every Sales Territory is Different
Every sales territory has nuances that make it unique. This makes implementation of broad, national sales strategies challenging. However, these nuances can be used as an advantage.
Consider giving your sales teams some latitude within your sales strategies. Allow reps to leverage their insights to tune your broad sales strategy for their territory. Finally, identifying and recording these key details will not only help the sales team grow their business today, but also help guide and inform sales strategies in the future.
What are some local details to be aware of?
When considering how you can leverage your sales teams’ local knowledge, identify what details are most actionable. Here are some to consider:
- Relationships between physicians, institutions and industry
- Historical sales cadences
- Physician product preferences
- Physician’s openness to educational and marketing events
DocCheer is a software platform that helps medical device companies execute winning sales strategies. If you want to learn more, contact us.