Each week I would travel to a different scheduled meeting at a hospital within my five state territory. After the initial meeting, I would schedule a demonstration of our software, and coordinate with different members of the Craneware staff on how to best present/sell our software solution to the hospital.
With the help of senior leadership I was able to master territory management, sales pipeline creation, Miller Heiman strategic selling theory, and complex contractual negotiation.
I did not view the travel associated with a Virtual / Home Office position as a burden, but more so as one of the most enjoyable parts of my career which was the freedom of being 'on the road'.
However, excellent organization and time management skills had to be mastered before the travel was viewed as enjoyable, and mastering those skills were among the most difficult portion of my career with Craneware.