Evaluate Basics
What is the purpose of the Evaluate phase?
To gain a comprehensive understanding of your territory and accounts.
You're brand new to a territory with several established accounts. How do you begin Evaluate efficiently?
Meet with IFT to better understand account, review Curo: Review territory map, Focus levels.
What three steps make up the Evaluate process?
1. Understand how to navigate territory
2. Review target list
3. Organize a territory level plan
You have multiple high-focus accounts clustered in one area with limited time for visits. What evaluate best practice can help?
Group geographically, plan efficient routing, and coordinate visits with IFT to maximize impact and minimize travel
Name 2 factors that can influence how you manage and prioritize accounts?
A site frequently cancels visits due to time constraints. How do you Evaluate and adapt?
Explore alternative formats (virtual, short sessions, vendor fairs). Confirm barriers, adjust scheduling to align with workflow
What should you consider when reviewing your target list?
Focus levels (1-4), brand objectives, educational needs, opportunities to collaborate
You're planning for Q1. What Evaluate tools and steps help you prepare?
Review dashboard, reassess focus levels, analyze unmet needs, collaborate with IFT
What are two Evaluate best practices that improve territory effciency?
Proactively share your calendar, group accounts by geography, schedule efficiently, align with access (days/times), stay flexible to cold call, leverage live and virtual.
What's one example where you've used, or plan to use, the Evaluate phase to better understand an account, opportunity or challenge?
What changed as a result of applying Evaluate?