A program that helps salespeople focus on how to map the territory, identify target customers, create plans for market coverage and call planning, reaching right customers, achieve revenue goals and promote sustainable growth in the territory
Objectives
- Develop an analytical approach and take ownership for running the business in the territory
- Understand customers’ requirements and keep abreast of the changes and evolving needs
- Use robust tools and techniques to prioritise markets, customers and sales activities
- Create and execute Territory Action Plan
- Maximise sustained business from the territory over a long time period
- Develop and nurture strategic relationship with the priority customers
Who should attend
- Salespeople in B2B industries and high-value direct B2C sales
- Salespeople who deal with selling complex solutions using a range of products and services
- Sales Managers, Business Development managers and Channel Managers
- Key Account Managers
Learning Outcomes
- How to conduct a market study to identify market potential and create a strategic market development plan
- How to identify current and potential customers and their requirements
- How to create a territory action plan
- How to prioritise customers and market activities
- How to manage time and priorities
- How to balance the opportunities and activities with regard to strategic focus, category of customers, business volumes, products/ services and geography
- How to balance energy between growing existing business and new business acquisition
- How to synergise with other functions
- How to manage changes and keep updating with time
Business and Organisation Impact
- Salespeople are more strategic and critical in their territory planning and management
- Achieve organisation’s strategic goals and objectives with respect to markets, products/ services and target customer segments
- Optimum allocation and utilization of time and resources in a territory
