Is Your Sales Milk Run Strategy Turning Sour?
Have you heard the term “milk run” from your sales manager? A milk run is really a territory assignment. The assignment requires the sales associate to visit “X” number of businesses in their territory every “X” number of days, weeks, or months. Usually, the milk run is a part of the sales associate’s monthly quota and may require them to make “X” number of face-to-face visits to customers and prospects in their territory. So what is wrong with a milk run? Why is this strategy turning sour? One word: Need.