Sales Territory Management Training
Train your team to focus their efforts on the right accounts with sales territory management training
Maximise revenue and time with effective territory management
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.
Sales Territory Management Training Programme Overview
The 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 ensures 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 Benefits
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 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.
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.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.