I think that what goes through my mind is a complete reassessment when those things happen, and they pretty much, territory doesn’t change every year although some segment of my territory definitely changes every year you know. Maybe its adding accounts or cutting accounts or focusing more on customers, versus prospect. So certainly there is an element of change every year. I really sit down and go right into research mode and put together you know, and evaluate what is my opportunity here. How can I, can I capitalize, can I make the numbers that I want to make, can I make the money that I want to make? Is my situation still ideal and I’ve got you know a list of things like, this is an example, for me working in the office is a non-starter. So if somebody said to me okay now next year we want you to you know come 100% into the office every day. That would a no go decision for me. Making a certain amount of money, you know if I can make over great, if it’s less it’s a no go decision for me. So I’m very clear about what that criteria is and I just go into evaluation mode. Can I do it with what I’m given here and I also don’t hesitate to negotiate whatever it is that’s changing.
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More clips from Episode 11 featuring: Debe Rapson of Demandbase: