Strategic Sales Planning & Territory Management

Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This course reviews territory management principles, while focusing on the essential analytical frameworks and practices associated with sound territory design.

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

• Analyze the process of sales planning and territory management.
• Practice the effective ways of setting goals, developing sales activities, and managing time effectively.
• Use relevant tools for route structuring and territory management.
• Apply the methods of effective territory management and strategic selling.
• Revise sales strategies and provide proper sales training for salesforce.
• Successfully choose, target, and manage a territory, maximizing growth and profit.

• Sales Managers
• Sales Supervisors
• Key Account Managers
• Salespeople and other senior sales staff

Unit 1: Overall Planning Process:

• Overview of Sales Management
• Activities Involved in Implementing a Sales Program
• Evaluation and Control of Sales Force Performance
• Supervisor Sales Training Program

Unit 2: Management of Self:

• Time Management Techniques for Sales Professionals
• Sales People Time Analysis
• Managing Your Time for Better Sales Results
• Corporate Training for Better Account Management

Unit 3: Territory Management:

• Generating New Accounts
• Computing the Cost per Call and Number of Calls Needed to Close a Sale
• ABC Account Classification and the Portfolio Model
• Designing Sales Territories Using Build-up and Breakdown Method
• Routing Patterns

Unit 4: Sales Force Structure and Organization:

• Generalist and Specialist Sales Forces
• Dividing the Salesforce

Unit 5: Strategic Selling:

• Buying Influences and Red Flags Identification
• Working the Sales Funnel
• How Sales People Think, Feel and Behave
• Establishing Control Systems
• Major Account Sales Strategy
• Discover their Sales Strengths
• Proactive Sales Management
• Advanced Selling Strategies
• Secrets of Great Sales Management

• Presentation & Slides
• Audio Visual Aids
• Interactive Discussion
• Participatory Exercise
• Action Learning
• Class Activities
• Case Studies
• Workshops
• Simulation