Sales Territory Management Training

Maximize revenue and productivity by equipping your sales team with a proven framework for managing territories, prioritizing accounts, and creating actionable growth plans.

Program Overview

In today’s competitive market, sales professionals must maximize revenue from their territory by investing time where it matters most. Guesswork and wasted effort drain productivity and delay results.

Richardson’s Sales Territory Management Training helps salespeople analyze their territory, prioritize accounts, and create fact-based action plans. Participants learn to balance short- and long-term opportunities, align resources with the highest-value prospects, and treat their territory like a personal business plan. This program teaches sales teams how to segment territories by geography and customer potential, create monthly and quarterly plans that drive consistency and focus, and make smarter, data-driven decisions about where to invest time and energy.

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For Who

Sales Professionals

Sales Managers

Account Managers

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Format

Instructor-led

Virtual instructor-led

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Duration

1-Day ILT Workshop; Two 4-hour VILT Workshops; Pre and Post Digital Learning

Why Sales Territory Management Matters

Time is money. With limited hours in the day and increasing sales complexity — from more stakeholders to greater customer demands — sellers must focus on the right opportunities.

Effective territory management provides:

  • A roadmap for filling the pipeline and meeting sales goals.
  • A way to balance new business development with existing customer growth.
  • A holistic view of the book of business that connects territory planning to account planning, pipeline management, and opportunity management

Without it, sellers risk over-investing in low-potential accounts, under-serving high-value opportunities, or failing to maintain pipeline health.

Program Framework: Assess, Balance, Build, Execute

Richardson’s program introduces a four-step Territory Management Framework that ensures sellers create, refine, and maintain territory plans as living documents:

  • Assess:  Review past performance, analyze current accounts, and identify top prospects.
  • Balance: Strike the right mix across customer types, deal size, products, and geography.
  • Build: Develop an annual and quarterly action plan aligned to personal and organizational goals.
  • Execute: Put the plan into action with discipline, time management, and regular review.

Learning Objectives

Participants in the sales territory management training program will learn to:

  • Take ownership of their book of business.
  • Analyze past performance to identify strengths and vulnerabilities.
  • Classify and prioritize accounts and prospects.
  • Balance short- and long-term opportunities across different customer types.
  • Create a SMART-based tactical action plan (Specific, Measurable, Achievable, Relevant, Timed).
  • Continuously adjust their plan to remain agile and effective.

Expected Business Impact

Organizations that adopt Richardson's Territory Management approach see results such as:

  • Improved productivity: Salespeople spend more time on high-value opportunities.
  • Revenue growth: Plans ensure resources are allocated to the best accounts.
  • Consistency: A shared framework drives alignment across teams.
  • Pipeline health: Territory plans feed stronger, more balanced pipelines.
  • Stronger relationships: Sellers focus on accounts with the highest long-term potential.
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FAQ: Sales Territory Management Training

Q. What is Richardson’s Sales Territory Management Training?

A. It’s a program that teaches sellers how to analyze their territory, prioritize accounts, and create actionable plans to maximize revenue and productivity.

Q. Why is territory management important in sales?

A. It ensures sellers focus their limited time on the highest-value opportunities, improving pipeline health, revenue growth, and customer relationships.

Q. What skills will participants gain?

A. Participants learn to assess accounts, balance customer mix, build tactical plans, and execute with time management and discipline.

Q. Who should attend this program?

A. Field sellers, account managers, inside sales teams, and managers who coach territory and account strategy.

Q. How is the training delivered?

A. Formats include live instructor-led, virtual instructor-led, blended learning, and optional follow-up coaching sessions.

Q. What outcomes can organizations expect?

A. Improved productivity, stronger pipelines, higher revenue, and better alignment across sales teams.
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Sales Territory Management Program Brochure

Find out how we help sales teams more effectively segment territories & prioritize sales pursuits.

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; analyze potential opportunities; and set specific, action-oriented, achievable objectives.

Creating Balance

In any economy, it is essential to understand your territory and analyze it from several perspectives. In this program, 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 recognize 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 analyze their execution and adjust the plan as needed.