How can you manage a sales territory with a high number of prescribers?

1 Segment your customers

One of the first steps to manage a sales territory with a high number of prescribers is to segment your customers based on their value, potential, and needs. You can use criteria such as revenue, loyalty, prescription volume, growth rate, product mix, and competitive pressure to group your customers into different segments. This will help you identify your key accounts, your target accounts, and your maintenance accounts, and allocate your resources accordingly.

3 Adapt your sales approach

Another tip to manage a sales territory with a high number of prescribers is to adapt your sales approach to each customer segment and individual. You should understand the needs, preferences, and motivations of each prescriber, and tailor your message, offer, and solution accordingly. You should also use different sales techniques and tools, such as consultative selling, storytelling, demos, testimonials, and case studies, depending on the situation and the objective. You should aim to create value for each customer, and position yourself as a trusted advisor.

4 Leverage your network

A large sales territory with a high number of prescribers can also offer you opportunities to leverage your network and expand your reach. You can use referrals, introductions, and recommendations from your existing customers, colleagues, and partners to access new prospects and generate leads. You can also collaborate with other sales reps, managers, and specialists in your territory to share insights, best practices, and support. You can also participate in local events, associations, and communities to increase your visibility and credibility.

5 Evaluate your performance

The final tip to manage a sales territory with a high number of prescribers is to evaluate your performance and adjust your strategy as needed. You should set realistic and measurable goals for your territory, such as sales volume, market share, customer retention, and customer satisfaction. You should also track your key performance indicators, such as sales calls, conversion rate, average order value, and customer feedback. You should analyze your data, identify your strengths and weaknesses, and implement corrective actions if necessary.