Strategic Sales Planning and Territory Management

Introduction:

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.

Targeted Groups:

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

Course Objectives:

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.

Targeted Competencies:

• Sales performance management
• Sales planning
• Strategic thinking
• Self-management
•  Analytical foundations important to territory management
• Strategic selling skills

Course Content:

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: SalesForce 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