Territory Management
Education > Education

60 Minute Webinar Recording
The New Rules for Territory Management

Presented on July 15, 2010 by David Rubinstein

 

 

Description

Times are tough and it may seem like nothing is as it should be.  Well, welcome to the new and, hopefully, temporary sales world. So what do we do about it? Moan and brood?

Nope. Get out there and do what makes sense. Leverage what you have - use your existing accounts and those you've not talked to for too long to "wring every single dollar from a tough economy."

And, while we're at it, learn how to turn traditional territory management on its ear. What if the best way to manage your sales territory is not to at all?! That's right - run your territory without leaving the office!

What You Will Learn

Learn how understanding your "average billable hour" will help dictate where to spend your time.

Below the Line Selling

  • Learn the six (6) ways to leverage existing accounts
  • Make certain that your Sellers are "fishing where the fish are."

Territory Management

  • It's a lot more than traveling in a too-large territory with a company-provided vehicle and unlimited fuel.
  • Learn how to maximize every mile driven and hour spent in your territory
  • Learn how the telephone can help in covering your territory in the most efficient way
  • Learn how to establish and understand your "revenue-per-mile-driven"

Who Should Attend

  • Sales people and Sales Managers

About the Speaker  

David Rubinstein is a graduate of the University of Maryland, Baltimore County, having majored in American Studies and receiving a Teaching Certificate in Secondary Education.  

After teaching in the Baltimore City Public School System, David began his sales career in 1975 selling season tickets for the Baltimore Orioles (MLB) and then with the Washington Bullets (NBA) and Washington Capitals (NHL). After 2 ½ years as Director of Sales of the Capitals, David became the Director of Marketing for the Pittsburgh Penguins and then spent 10 years as the Director of Sales and then Director of Broadcasting for the Oakland Athletics.

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