Territory Planning & Management Virtual Training Track
The Territory Planning & Management Virtual Training Track provides the principles, strategies, and skills required to identify, pursue, and win major business opportunities, to better allocate time and resources, to create and implement a strategic business plan and manage a robust sales pipeline.
The Territory Planning & Management Virtual Training Track includes:
- Calculating the Value of your Time and Effectively Allocating Resources
- Analyzing Five Lenses of Territory Planning and Management
- Strategically Growing and Maintaining Your Customer Base while Segmenting into Primary, Secondary and Tertiary Markets
- Forecasting the Potential and the Probability and Intensifying Sales Opportunities
Targeted Audience:
The Territory Planning & Management Virtual Training Track is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.
The Learning Process:
The Territory Planning & Management Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.
All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.
Performance Objectives:
Participants will be able to:
- Analyze their territory from the perspective of awareness, perception, attitude, and current customer buying behavior
- Identify and target strategic influencers within their territory
- Develop a proactive approach to territory planning that strengthens their market influence
- Assess current competitive position in a territory and formulate strategies for strengthening their competitive position
- Segment your Territory into Primary, Secondary, and Tertiary Accounts to Strategically Grow and Maintain your Customer Base
- 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
- Strengthen and enhance the perception of value and increase the likelihood for further penetration and retention
- Build prospecting plans for new projects within existing and new accounts as required
- Implement strategic events and campaigns to increase customer satisfaction and retention
- Compare business development opportunities based upon strategic significance, potential, probability, and time required to bring business to closure