territory sales

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time.  The key similarity is that both groups of salespeople have a limited number of prospects, as defined by geography or need, and therefore must continue calling on those prospects until they are sold.  But then what?  If a rep is selling consumables and/or supplies of some kind, they’ll continue calling on those customers who buy. But what if they aren’t selling consumables?  What if the purchases are much more infrequent, as in many months or even years apart?

That’s the problem I’m writing about today.