Target and Focus on Priority Accounts with Sales Territory Management Training
In today’s economy sales professionals must have an effective plan for maximising revenue from a territory because time is precious and there is no place for guesswork or wasted energy. Richardson Sales Performance’s Sales Territory Management programme ensures your sales team invests their time wisely.
130Global Certified Facilitators
3,500+Virtual Sessions Completed in Past 6 Months
4.7Average Facilitator Score out of 5
Sales Territory Management Training Programme
Richardson Sales Performance’s Territory Management Programme helps salespeople learn to segment a territory by analysing geography and prioritising current customers and prospects.
Participants are trained to create monthly and quarterly action plans that build discipline, mandate focus and ensure smart time management. This programme helps them become more critical and strategic at making fact-based decisions on where to invest their time.
Sales Territory Management Programme Business Outcomes
Upon completing the sales territory management training programme your sales team will experience the following business benefits:
- Recognise the powerful revenue and relationship impact of effective sales Territory Management
- Improve the productivity of your salesforce
- Ensure the highest potential opportunities and accounts get the most focus
Key Areas of Content
Assessing Current TerritoryWe work with sales professionals to create a clear, concise picture of the past year in order to see their strengths and vulnerabilities and gain insights into what is needed for the current year. This includes teaching them how to classify existing customers, anticipate and prepare for challenges; analyse potential opportunities; and set specific, action-oriented, achievable objectives.
Creating BalanceIn any economy, it is essential to understand your territory and analyse it from several perspectives. In this programme, we teach sales professionals where to focus their time across existing customers and prospects, and how to generate the right mix of business across customers/prospects, products, and geographic regions.
Building a Territory PlanIn this programme, we teach sales professionals how to crate a flexible vehicle to implement their territory plan. We ensure they understand the connection between Territory Planning and achievement of personal sales goals, and recognise that the Territory Plan is the equivalent of their own personal business plan — a roadmap to achieve growth goals.
Execution of the PlanFinally, we ensure sales professionals are clear on how to keep the territory plan a living document by discussing execution challenges and strategies. We review tips to effectively manage their time, teach them to analyse their execution and adjust the plan as needed.
Programme Delivery Options
Our Territory Management Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.