Skills set: Develop a Prospecting Strategy

1. Identify potential customers in your territory.

2. Organize them according to likelihood of becoming a customer, volume, geography and other factors.

3. Determine your "sweet spot" - the customers who are likely to provide the largest return for the least investment.

4. Select a manageable number of targets and slate them into your schedule.

5. Track your success so you can refine your approach.

Skill: Territory management

Problem: Managing your territory to make sure you get a full day each week in front of new prospects.

Solutions:

Develop a prospecting strategy. Organize your leads in a way that makes sense - by geography, size, likelihood of purchasing, volume, etc. Focus on the prospects with the highest return for the least investment. Track your success so you know how much each lead is worth.