I overlayed 3 territories-Trenton-Cape may, NJ. My furthest point was 3 hours away, so a very large geography. I learned to be efficient in order to maximize my time with my customers. For example, I scheduled regular appointments and lunches, particularly with those accounts that were a great distance from my home to ensure time in front of those customers. Drive time was the greatest challenge. Selling in the diabetes space was also challenging and rewarding-learning the science of the disease and relating it to the quality of life for the patient lead to a passionate discussion and sale.
building rapport with several different offices