Sales Territory Management Training

Key Areas of Content

• Assessing Current Territory

  We 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 Balance

  In 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 Plan

  We teach sales professionals how to create 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 Plan

  Finally, 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.