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Marketing & Sales Management

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