Strategic Planning for Sales and Territory Management

Introduction:

The Strategic Sales and Territory Management Course focuses on enhancing sales performance through effective territory management. Properly assessing and managing sales territories allows organizations to fully leverage their sales teams, establish a solid foundation for other sales performance management areas, including incentive compensation and quota configuration, and enjoy various additional benefits. This course revisits territorial management principles with an emphasis on evaluating and applying analytical tools and practical approaches for territory design.

Objectives:

At the end of this course, participants will be able to:

• Examine the processes of sales planning and territory management.
• Develop and implement goal-setting plans, sales activity plans, and time management strategies.
• Utilize methods for designing and managing sales routes and related responsibilities.
• Apply techniques for effective territory management and strategic selling.
• Formulate new sales strategies and design effective sales training programs.
• Identify, create, focus on, and manage territories to achieve revenue and profitability goals.

Training Methodology:

• Interactive Workshops
• Case Studies
• Role-Playing
• Group Discussions
• Simulation Exercises
• Analytical Tools

Course Outline:

Unit 1: Overall Planning Process

• Understanding sales management
• Steps in executing a sales program
• Assessing and controlling sales force performance
• Sales training schedules for supervisors

Unit 2: Self Management

• Time awareness and management in sales
• Selling time management techniques
• Allocating time to increase sales
• Organizational training for effective account management

Unit 3: Management of Territory

• Acquiring new clients
• Calculating call costs per sale based on total calls required
• ABC classification of accounts and portfolio planning
• Creating sales areas using bottom-up or top-down approaches
• Patterns of routing

Unit 4: Structural and Organizational Setup of Sales Personnel

• Generalists vs. specialists in the sales force
• Segregation of sales force

Unit 5: Strategic Selling

• Identifying influences and warning signals in the buying process
• Managing the sales funnel
• Understanding the mindset, emotions, and actions of salespeople
• Building control systems
• Marketing strategies for primary accounts
• Identifying sales competencies
• Staying ahead in sales management
• Strategies for successful selling
• Enhancing sales through effective management