Are your sales team tourists or residents?
A tourist rarely has time to map out all the streets, investigate their favorite Thai restaurants, get to know local people, build relationships with the natives. A resident on the other hand puts down roots. Builds relationships with their neighbors, meets other parents through their kids, discovers great new cafes off the beaten track, finds niche galleries, discovers running trails in the middle of nowhere!
Is your sales team really developing relationships like a resident or are they rushing round town like a tourist barely getting to know their territory?