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17/02/2010 12:33:23
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martyn
Posts 1
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Am in the position of applying for a terriortory manager position within a medical sales role. For the last 2 yrs I have solely looked after a few eye surgeons in the country. Can any one guide me in the right path re diary management planning of area, etc for when I meet with the company?
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19/02/2010 12:50:31
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NeilWarren
Posts 645
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I think it's going to depend hugely on whether your potential employer already has a "system" in place Martyn, or if they are expecting you to "invent" and propose the best tools and techniques.
Do you know which is likely?
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19/02/2010 15:29:22
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Mr Bean
Posts 82
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Diary/territory management isn't rocket science and much depends on how mny calls you are expected to make in a day/week/month,
If you are gong to be selling consumables (drugs, dessings etc) then the call rate is likely to be high and you will need to manage your time and territory effectively to maximise time in front of prospects and customers and keep your mileage down.
If you are going to be selling full body scanners then the call rate is likely to be low and the value of the sale is such that you can easily justify popping off to Glasgow today and then Plymouth tomorrow if you can justify to yourself (and your boss) why you didn't plan it better!
As long as you can show some appreciation that 'time is money', I suspect you will be OK. As Neil says, they probably have a system in place that you will be expected to follow. A good interview question, I woud suggest!
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19/02/2010 17:32:10
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Sales DNA
Posts 5
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Hi there
Territory management can actually be quite a complex subject. It can be broken down into a number of scientific calculations as to the number of visits per customer/prospect dependant upon their profitsability and potential. It can even be broken down into differrent route strategies such as the 'daisy leaf' coverage pattern to determine car travel.
A good google search on territory management will uncover most of this for you.
A good grounding can be had from a core sales sylabus text book such as Jobber and Lancaster - http://www.amazon.co.uk/Selling-Sales-Management-David-Jobber/dp/0273642103
Cheers
Peter
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