The sales pro’s experience is at least as important as the territory he or she is covering, according to a recent report.
Ignites Research surveyed national sales managers at large-fund firms and found that not only does it take five years in a territory to develop top-wholesaler status, but that those elite wholesalers tend to be in their second territory. In fact, average wholesalers are much more likely to be in their first territory than their second, Ignites Research found.
According to the report, one likely route to becoming a top performer is for a wholesaler to distinguish herself or himself in the first territory, attain “rising star” status, and then earn a move to a more promising territory.
