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"Territory
Management"
The training that leads a team to success!
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Achieve
optimal results from a portfolio of customers, through effective use
of processes and tools to analyze, classify and allocate appropriate
time and resources to plan call cycles, account development and
prospecting activities. The Territory Manager is responsible
your customers. In addition to selling skills, account
management, planning, profiling, territory analysis, prospecting and
influencing skills are required to maximize customer relationships. |
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One day workshop
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Objectives:
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- To confidently act as
the interface between your company and the customer
- To
analyze your portfolio of customers and decide appropriate
criteria for categorizing into manageable groups.
- To
allocate each customer account to a category, based on
"universal" ratios
- To
prepare a time and territory plan, to support the Sales Plan
- To
prepare a Sales Plan including Key Result Areas (e.g. Revenue,
Margin, Product/Service, New Business, Channel Management, Market
Intelligence)
- To plan
and implement account development activities to increase sales,
expand product/service usage, optimize product/service mix, ensure
new product/service uptake, obtain maximum margins, strengthen the
relationship etc.
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To
appropriately input and use your company's CRM system ensuring
full customer profiling of the company, each essential contact,
and all business transactions
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To
target new business from new contacts in existing customers, and
new customers, and plan for sufficient calls to achieve the new
business targets
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To
plan, make and secure appointment calls
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To
use the Appointment Meeting to agree or needs and relative
priorities, and solution close for next meeting
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To
use the selling-buying process to achieve
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Content:
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The
territory manager Organizational
relationships The
essential ACTS of a Territory Manager Analyzing
the portfolio Categorizing
each account Time
and territory planning Sales
plan Account
development Customer
profiling Targeting
new business Selling:
A review of the selling-buying process Attitudes,
knowledge and skills required by the territory manager Action
plan
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For the dates of the upcoming public courses, please
click here.
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Back to course list |
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