Key Best Practices in Territory Management 0 Territory Best PracticesYour ResponsibilityBest Practice Maximize Selling Time vs. Non-Selling Time Customer Contact more then 65% of the time Selling Time: Maximize Customer Time by Eliminating Internal Waste Prioritize your Ideal Customer Profile Identify your Ideal Customer Profile Understand who provides you the best metrics Look for the Key Metrics that identify the ICP Understand the potential by Customer/Prospect in your Territory Baseline Key Metrics Identify the Key Metrics for your Territory and Goals Measure the Key Metrics that impact Circulation and Yield Limit to 5 -7 Metrics for Efficiency Heat Map your Geography Geo-Code your ‘Patch’ in Three Areas: Current Customers, Prospects and Account Development Based on where your ICP’s are; Code your Territory by Day, Week and Month Establish a Regular Cadence with the Geographies within your Territory

Territory Best PracticesYour ResponsibilityBest Practice Cross-Sell all your Company’s Products Look for opportunities for other product lines Highest Win Rate and shortage Average Sales Cycle Length is AD inside Current Customers “Pay it Forward’ ensures Key Company Collaboration Leverage Everyone in the Organization Involve Mgmt.’ Specialists’ and Product in your Accounts One Out of Every Three Customer Calls involves another Company Resource Productivity increases on average 35% when Company Resource is involved early in Sales Process Maximize Travel Time Be Aware of ‘Down’ Time and Increase Selling Time Rule: Every One Hour of Travel Time should have a 40 minutes of Customer Activities Travel Time should not be more than 90 minutes of the ‘Golden Hours” on any day Qualify all Prospects to your ICP before F2F sales call Work on Prospects that Maximize your Sales Spend 65% of your Time in your Territory working with Customers who fit your ICP Key Best Practices in Territory Management 1

Poor Territory Plan Techniques Avoid at all Costs 2 TypeBehaviors Traveling when Customers Ask ‘Dropping’ everything for a Customer Request Not Planning 3 Meetings for Every One Customer Meeting Spending more then 35% of your Time on non ICP Prospects Reexamine your ICP every 6 Months Using Virtual Communication for non ICP customers Not Developing AD in Current Customers Ignoring Root Problems that you can solve Missing Cross-Sell Opportunities Never Involving Mgmt. or Specialists Trying to service and sell your Customers alone Not Having a Daily, Weekly and Monthly Cadence Not planning your month in advance Changing your plan based on ‘Urgent’ requests