Ready to Break Into Medical Sales Go Here First → https://reppath.com/pages/program If you are serious about launching a medical sales career, RepPath Academy gives you the training, coaching, and insider strategies used by thousands of reps to break into the industry and succeed fast. Visit the link above to apply. Mastering Your First Medical Sales Territory | RepPath Podcast with Joe Licata Welcome back to another episode of the RepPath Podcast hosted by Joe Licata.
Today Joe breaks down one of the most important skills for new medical sales reps: how to successfully manage your territory from day one.
If you are new to medical sales, stepping into your first solo territory, or taking over for a previous rep, this episode gives you the complete guide to navigating your first year with confidence and clarity. What You Will Learn in This Episode
How to manage a territory from your first day in the field
Joe walks through what to do before you start, how to gather information, and how to position yourself as a strong new rep.
How to take over a territory smoothly
Whether the previous rep was a top performer or a disaster, Joe explains how to rebuild trust, gather honest intel, and reset expectations with your accounts.
How to tier your accounts the right way
Learn the Tier 1 through Tier 4 system, how to identify risk levels, how to spot growth opportunities, and how to build an effective weekly route plan.
How top reps set goals that guarantee year-round performance
Joe explains why aiming for the company quota is a losing mindset and how to set goals that push you into President’s Club levels of success.
How to use your CRM correctly
Joe covers how to clean up old notes, avoid common mistakes, and organize data in a way that helps you win and keeps your manager confident in your process.
How to protect your territory from competitors
Learn what to do when other reps target your accounts and how to make yourself irreplaceable through value-driven relationships.
Why communication with your manager matters early on
Joe breaks down what to share, how often, and how to build trust without oversharing or appearing unprepared.
How to think and act like a President’s Club winner
Daily disciplines, personal non negotiables, mindset shifts, and the performance habits that separate elite reps from everyone else. Audience Q and A Highlights In this episode Joe answers live questions on:

• The difference between pharma and device territories
• Managing consumables versus capital equipment
• How to evaluate which accounts are worth your time
• Recovering after a difficult value analysis committee meeting
• Handling new competitor reps entering your turf
• How to adjust your strategy mid quarter
• Territory mapping tools and methods
• Negotiating territory boundaries with leadership

This episode is one of the most in depth and actionable breakdowns of territory management for new medical sales reps. Want Personalized Coaching to Break Into Medical Sales Apply to the RepPath Academy to get weekly coaching, resume support, interview preparation, networking strategy, and hands on guidance until you land the job.
Apply here: https://reppath.com/pages/program Subscribe for More Medical Sales Training Subscribe to the channel and turn on notifications so you never miss a live coaching session or podcast episode.
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