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Target and Focus on Priority Accounts with Sales Territory Management Training

In today’s economy sales professionals must have an effective plan for maximizing 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 program ensures your sales team invests their time wisely.



Individuals Trained


Global Certified Facilitators


Virtual Sessions Completed in Past 6 Months


Average Facilitator Score out of 5

Sales Territory Management Training Program

The Territory Management Program helps salespeople learn to segment a territory by analyzing geography and prioritizing 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 program helps them become more critical and strategic at making fact-based decisions on where to invest their time.

Sales Territory Management Program Business Outcomes

Upon completing the sales territory management training program your sales team will experience the following business benefits:

  • Recognize 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; 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

In this program, 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 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.

Program Delivery Options

Our Territory Management Program is Available in the Following Modalities


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.


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 program by the best facilitators in the business.

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