Step 3: Confirm in another email and after the team meeting. how vou will all cover the empty territory when Jovce leaves, and the necessary assistance required until you hire someone new to take her place? IMPORTANT INFORMATION: Joyce has exactly 150 accounts in her territory.

REMEMBER Joyce is available for the next four weeks, is liked by her customers, and is not going to a competitor. Hiring a

reDlacemenr wIEsTav rake berween 4-o weeks

She has 25 "Kev" accounts that contribute 60% of the $ business in her territory

She has 35 "A" accounts that contribute 25% of the $ business in her territory

She has 40 "B" accounts that contribute 10% of the $ business in her territory

She has 50 "C" accounts that contribute 5% of the $ business in her territor

Consider giving each of the local sales representatives 4/5 of Joyce's "Key" accounts to cover until a new person is hired.

Remember, you and George Mattson could handle some of the top accounts.

• All other territories in BC have approximately 150 accounts