Territory management is the hidden keystone separating exceptional salespeople from those who plateau after initial success. Mike Mirarchi tackles this critical skill by sharing practical frameworks for ranking customers, creating growth space, and managing territories with strategic precision.
The heart of effective territory management lies in customer classification. Using a four-point system based on volume, margin, payment practices, and the "PITA factor" (pain-in-the-you-know-what), Mike demonstrates how to objectively evaluate which customers deserve your time and which are secretly draining your potential. "Until a customer pays their invoice," Mike emphasizes, "you don't have a sale—you have an expensive loan."
Most salespeople fall into the trap of spending 80% of their time on their bottom 20% of customers. By reversing this ratio and focusing energy on A and B customers while systematically creating space by offloading problematic accounts, you transform your territory from a stagnant pool into a flowing river of opportunity. The same presentation that yields a $1,000 order from a difficult customer could generate a $100,000 program from an ideal client.
Mike shares his quadrant approach to physical territory management, preventing the inefficient "shot gunning" that wastes valuable selling time. He also explores the psychological aspects of territory management, contrasting the scarcity mindset that clings to every account against the abundance mentality that understands letting go creates space for exponential growth.
Whether you're a new rep wondering how to break through your first plateau or a veteran looking to double your sales, these proven territory management principles will transform how you approach your customer portfolio. As Mike's father-in-law wisely advised: "Bend over backwards for your customers, never bow down."
Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™
Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books
Link to David Mirarchi's website
David Mirarchi
Link to RJ Schinner Co, Inc
RJ Schinner | Home
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