GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

18. Territory Prospecting Strategy Efficient territory management allows GMS reps to maximize face-to-face selling time while minimizing windshield time. Cluster your activity geographically to create routing efficiency and community presence. Geographic Clustering Strategy • Select one commercial district or business corridor per week as your primary prospecting zone. • Map all businesses in that zone using Google Maps before arriving. • Follow up with every contacted business via phone within 48 hours of your visit. • Return to the same cluster quarterly to maintain presence and catch businesses at different buying stages.

Confidential — For Internal GMS Use Only | Page 19