Course Outline · 2 Days
sales territory planning & routing
Field sales representatives, territory sales managers, route-to-market executives, key account managers, distribution officers, area sales leads, and commercial supervisors responsible for geographic or sector territories.
Your success as a field and distribution sales professional will ultimately depend on how efficiently and effectively you can manage your sales territory by building strong sales pipelines and advancing sales opportunities with a focus on growing relationships with key and high-potential customers. As a field salesperson, you are accountable for the quality, direction and quantity of your sales activity within your territory. How well you plan and manage these three factors will ultimately decide your overall success. When territories are managed properly, key customer relationships are being grown, account plans and key sales opportunities are being advanced and sales territory targets are being achieved. This can only happen through structured territory business planning and proactively exploring territory growth. This training programme introduces a proven 5-step process to properly manage and plan your sales territory. The process serves as a practical plan from setting strategic sales goals based on your close analysis of both your territory itself and scoring your customers for their potential, to following best-practice territory routing and coverage patterns and evaluating your results.
At a glance
- Duration — 2 Days
- Who it’s for — Field sales representatives, territory sales managers, route-to-market executives, key account managers, distribution officers, area sales leads, and commercial supervisors responsible for geographic or sector territories.
- Delivery — Interactive, in-person and hands-on
Delivery methods
- Self-discovery and critique
- Group exploration and facilitator-led discussions
- Hands-on territory mapping & routing simulations
- Game-based learning
- Best practice territory planning theory exploration
- Follow a structured step-by-step approach to plan and execute sales activity within your sales territory.
- Understand the criteria for determining real, quantifiable customer potential.
- Determine sales territory potential and assess strengths, weaknesses, opportunities and threats (SWOT) within your territory.
- Set strategic objectives and SMART revenue goals for your sales territory.
- Explore and implement best-practice sales territory routing patterns for efficient, high-impact coverage.
Introduction: Quantity, Direction & Quality of Sales
- My circles of influence and concern in territory management
- Quantity, Direction & Quality of sales activities
- Being efficient vs. being effective on the field
- Introduction: The 5-Step sales territory planning & routing framework
Step 1: Sales Territory Analysis
- Territory competition analysis and market share mapping
- Territory market and growth potential analysis
- Sales Territory SWOT analysis
- Hands-on SWOT analysis skill practice activity
Step 2: Customer Potential Analysis and Scoring
- Key customer potential concepts and classification
- What makes a customer truly 'Attractive'?
- Collecting actionable field information about customer potential
- Calculating and scoring real customer commercial potential
Step 3: Strategic Territory Objectives
- Why set strategic goals and territory benchmarks?
- Setting strategic sales goals for your territory
- Making sure your territory goals are SMART and actionable
Step 4: Territory Routing & Coverage Management
- What are territory routing patterns and journey plans?
- Accumulating effort and call frequency across your territory
- Blocking and zoning your territory for travel efficiency
- Using modern territory routing tools and software
Step 5: Measure, Evaluate & Take Corrective Action
- Measuring and evaluating territory performance and KPIs
- Taking swift corrective action when metrics lag
- Identifying and eliminating common sales activity time traps
Competitive review game – An exciting review challenge (PowerPoint Game) to end your training on a high note!
Tell us your team size, dates and objectives and we’ll tailor the delivery to your business.