"I recently received the following question via email:
'If you had the opportunity to move to a better territory, is it better to move or stay and grow your current territory?'
Isn't this a great question?
I suppose there's much to consider if a territory move is presented to you. I may not be the right person to answer that question, and I'm hoping others may be able to leave a comment on this blog post.
I've been growing my territory for more than 33 years—all that time in one county in NJ, with additional referrals outside of the county from time to time. I've never been offered a new territory, but there have been times when the thought crossed my mind. New roads to drive down, new business parks to cold call, and probably best of all, the chance to do something I haven't done before.
You asked, 'If you had the opportunity to move to a better territory,' and if a better territory means more house accounts along with more accounts that would have multiple MFPs and printers, I would tend to think that you really need to consider the offer.
Keep in mind that some of these larger accounts with multiple systems (higher-end systems) may be harder to crack than the smaller accounts. Over the years, it's been easier for me to get a meeting with Mr. or Mrs. Right with smaller-sized businesses (5-35). I've found that once I make that jump to 35-75, the time it takes to get the appointment with Mr. or Mrs. Right increases substantially.
What I like best about my territory is the fact that I can talk about many success stories and satisfied clients. In most cases, these new prospects know of or have a relationship with many of my accounts. That's a great resource for me, and it would be hard to give up. Plus, I'd be upset if some other rep got my old territory and was getting easy upgrades from all of my hard work.
Without additional info, I'm not sure if I can help with additional advice. Please keep in mind that if you are self-motivated and love a challenge, the move to a more fruitful territory could reap some awesome rewards.
Would love to hear some other comments!"
-=Good Selling=-
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