Let’s talk about something that every single rep whether you’re brand new or seasoned needs to figure out fast: territory planning.

I just had an epic conversation with my good friend Jason Elmore from Elite Execution (if you’ve been around here, you know the name). This guy has trained more sales teams than we can count, and he dropped some real talk that will change how you approach your territory  especially if you just landed your first medical device job.

So You Got the Job… Now What?

Let’s get real. You think once you get hired at a big-name company like Medtronic or Stryker, they’re going to hand you a perfect plan and guide you every step of the way? Not quite.

Here’s what usually happens: you show up, they throw a ton of info at you during training so much that you forget your own name and then they tell you, “We pay you well. Go figure it out.”

Sound familiar?

Most people hustle hard, but not smart. And guess what? Hard work without a plan can cost you your job.

Territory Planning: The 5 Must-Have Buckets

Jason broke it down into 5 key areas:

1. Targeting

Know who you're going after and why. It's not just about who has the most volume. If you’re selling a new product, you need early adopters. If it’s a mature product, think market share and account management.

2. Segmenting

Understand how physicians compete, how patients flow through the system, and how hospitals position themselves. Use that info to find your angle.

3. Gap Analysis

Start with your revenue goal and work backward. Who are the actual names that will get you there? Not just numbers, real people, real places.

4. Geographical Planning

Map it out. Don’t waste time bouncing all over your territory. Be strategic with your routes and make your marketing efforts count.

5. Time Management

Don’t just fill your day. Make it count. And ask yourself if you win the business, can you actually handle the follow-up without burning out?

Real Talk: Balance Matters

Here’s something we really want you to think about. Making $300K or $700K a year is great but not if you’re burned out, lonely, and can’t take a few days off to spend with your family.

Jason’s seen it too many times, top reps hitting goals, but struggling personally. That’s not success.

Work hard. Be excellent. But don’t lose yourself in the grind.

Final Thoughts

Territory planning isn't just about hitting your number it's about building a career and a life that actually works. Think smart, use your time wisely, and set boundaries that help you grow in all areas, not just financially.

Whether you're just getting started or already deep in the game, remember this: success is never random. Have a plan. Stick to it. And enjoy the ride.

Want More Details?

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All the best,

Jacob McLaughlin