Territory Planning & Management
Targeted Audience:
Territory Planning & Management is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.
The Learning Process:
Two days – 12 to 20 participants (participation by salespeople and their managers together is highly recommended)
Territory Planning & Management™ enables sales professionals to create strategic territory business plans that include approaches to expand customer base, increase market share, and build competitive barriers. Through Territory Planning & Management, sales organizations gain insight, the power to see beyond the obvious; and leverage, the ability to produce greater results with less effort.
Performance Objectives:
Territory Planning & Management provides sales organizations with the strategies and approaches necessary to proactively set in motion a chain of events that will lead to the achievement of goals and objectives. Territory Planning & Management includes the following:
- Analyze sales territory from the perspective of awareness, perception, attitude, and current customer buying behavior
- Identify and target strategic influencers within the territory
- Develop a proactive approach to territory planning that strengthens customer awareness, perception, attitude, and buying behavior
- Assess current competitive position with territory and formulate strategies for strengthening a competitive position in the territory
- Assess current prospecting, qualifying, and closing ratios within pipelines and prepare plans for strengthening these ratios
- Formulate strategies for maintaining a healthy pipeline with a steady and continuous flow of opportunities
- Build prospecting plans for new projects within existing and new customers as required
- Compare business development opportunities based upon strategic significance, potential, probability, and time required to bring business to closure
“Our sales professionals have evolved into sales strategists working smarter because they think, plan, and act strategically.”