1. Goals and Objectives
• Maintain and expand existing business base.
• Convert accounts lost to competition.
• Grow volume and market share through new and converted customers
and expansion of customer base.
• Clearly defined career path as follows:
• GP rep → Hospital rep → Key Account Manager → Sales management.

2. 30-Day Action Plan
• Complete corporate training.
• Familiarize myself with products, local territory, operations and
personnel.
• Visit active accounts and meet key management to assess current and
future business opportunities and individual customer preferences.
• Build fully detailed business plan for developing territory based on
history and integration with existing strategies.

3. 60-Day Action Plan
• Familiarize myself with competition.
• Integrate competition into business plan.
• Conduct follow-up visits and communicate effectively with existing
customer base.
• Start visiting accounts lost to competition and convert back to our own
products using business model developed.

4. 90-Day Action Plan
• Target key accounts to increase existing business.
• Review medium sized accounts for opportunity to cross/upsell.
• Build referral system through satisfied customers and field contacts.
• Revisit accounts lost to competition that show the promise of business
recapture.
• Continue to conduct follow-up visits and to communicate with existing
customer base.
• Share best practices within the sales team.

5. Territory Management
• Contact all customers
• Establish frequency and method of contact.
• Maintain detailed database and tracking system (CRM).
• Prioritize and rank accounts A, B, C and D
• A – Existing large volume business.
• B – Existing medium volume business.
• C – Small volume business.
• D – No immediate potential for business.