Territory management training
TARGET Territory Management Training helps you to improve your results. We do this by helping each participant to take a new look at their territory. Giving you the tools to the job we work with you to apply these to your area. We help you identify the accounts of most potential. We then work with you to develop a plan for each account. As a result you leave the training not only learning ideas for better territory management, but having applied them to your sales area.
Territory Management Training - taking a fresh look at your sales area
Our Territory Management Training gives you the chance to take a fresh look at your sales area. This is achieved using a variety of the tools we have developed. This IP (Intellectual Property) comes in the form of a number of tools. We also use our Live Training method which means you work on your actual territory in the training. With Live Training you learn whilst you work.
LIVE Sales Training Approach
We use our LIVE Training methodology. This means you work on your actual territory in the training. We find this to be a much more practical approach. It is far better than just learning the theories through territory management training. Because then you need to apply them once you’re back at work. With our approach you apply the ideas in the training session itself. So you learn whilst you work. And from a sales management view, it feels less like the sales team is taking time off their areas. In conclusion, the Live Training approach is a great way of training from every perspective.
Working on the actual accounts in your territory
Working on your actual accounts is a great way to train. It makes the session so much more relevant for everyone. Our experience is that sales people do enjoy learning new theories and ideas which can help them. But they like them even more when they are applied to their day to day work. Some people are good at learning but less able to apply ideas to their everyday life. Our approach fixes this. We ensure each sales person learns what to do and how to do it. Plus they have practised new ideas in the workshop. This results in a rewarding training experience for sales perople and sales managers.
What is territory management training?
Our territory management training helps you create a plan for your sales area. With our approach you develop a plan for your specific area, in the training. This means you finish the session better prepared to go out on territory the very next day.
Our TARGET territory management training also gives you the skills and approach you need. You will be able to plan your area professionally, so that you can achieve your targets.
You will be looking at your accounts and assessing their potential. After grading your accounts, you will start to formulate a plan for each one. As a result you will feel more confident and better prepared. So in conclusion, our approach is practical and really helps sales people to improve their results.
Territory Management Training - Concepts used
At TARGET we have developed a range of ideas and models to help sales people improve their performance. These form part of our Intellectual Property and help to make our training unique. We use these in our training and apply them to your business. This ensures our training is relevant and works for you. Here are some of the models we have developed:
Personality Model
Our personality model makes it easier to understand the behaviours of your key contacts.
Sales Territory Plan
We've developed our sales territory planning tool so that it is easy to understand and simple to apply.
Territory Analysis Tool
The territory analysis tool can be applied to your territory very simply. It gives you clear guidance on where time and effort could be made.
Territory Time Planning
The territory time planning tool gives you a way of planning your time efficiently. It helps you make sure you get maximum time with key clients.
Pre-course activity
Prior to the training each participant completes a short SWOT (Strengths, Weaknesses, Opportunities, Threats) questionnaire on their territory. This gives us an indication of the needs of their territory as they see it. The pre-course work means they arrive at the session prepared to work on their territory.
Territory Management Training - Course agenda
- Introduction & individual development needs.
- Business objectives driving territory strategy.
- Introducing the territories to be analysed in the training.
- Target territory analysis and planning tools.
- What is the state of the territory?
- Individual client analysis in the territory.
- Territory strategic options.
- Territory time management; where to focus?
- Territory plan; weekly, monthly, quarterly.
- Individual account development plans.
- Individual territory plan presentations.
- Feedback and discussion.
- Plan refinement..
- Personal actions.
Post course activity
Following the territory management training course each participant receives an email containing their action plans. These emails are copied into their manager, so that they can get the right support. We also offer further ideas and tips free via our blog. Sales coaching is also available; please go to sales coaching training for more details.
Other In House Training
Call the ITD switchboard on +44 (0)800 804 8086 to discuss how this training could help your business
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Looking for soft skills training?
If you need soft skills training please go to our mother website at www.itd.com
Page last updated May 2019