In countless training sessions, we hear salespeople say things like, "I'm hoping to have a good year" or "I'm hoping to make my numbers." Far less often, we meet salespeople who know they are going to meet or exceed their numbers, who know they are going to make President's Club. The difference is those who are certain have a plan. In our experience, the number one most overlooked discipline in selling is Territory Management. Salespeople are notorious for avoiding paperwo