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Sales Territory Management

A fundamental approach to managing a sales territory

Are you absolutely sure you have robust sales territory plans? Without a plan, you plan to fail.

This 2-day seminar teaches participants, in clear and practical approach, on how to develop a territory plan and cost-effectively manage a sales territory.

PROGRAM CONCEPT
The sales territories are the basic building blocks used in the management of a sales force. This program delivers frameworks and actual cases that will guide sales people in cost-effective time and territory management. Activity workshops that direct participants to conduct active adult learning activities on their own follow each topic to enhance the learning process.

KEY BENEFITS TO PARTICIPANTS

  • Frameworks on how to profile and understand a territory
  • Basic steps in developing a territory plan and strategies
  • Tools on how to maximize sales time around territory priorities
  • Numerous examples of current industry practices that provide participants with the opportunity to consider what is most useful and appropriate for their respective sales territories

KEY BENEFITS TO COMPANY

  • Better insights on how to manage each sales territory
  • Frameworks on developing territory profile which is essential in formulating territory-centric sales strategies
  • Tools to control sales costs


PROGRAM OVERVIEW 
Module 1: Major Issues in Territory Management

  • Introductory exercise: how well do you know your territory?
  • Why companies use territories
  • Effective design and alignment of sales territories
  • Developing a territory profile to help you understand your territory
  • How to develop an effective and efficient territory coverage plan
  • Group dynamics

Module 2: How to Develop a Territory Plan

  • How to analyze your territory's business potential
  • What are the KRAs and drivers of a territory performance?
  • How to develop plans per KRA
  • How to align your company's onjectives with your territory strategy
  • How to translate strategies into daily actionable points
  • Workshop

Module 3: How to Manage Time Around Territory Priorities

  • The daily discipline of a territory sales manage
  • What the 80/20 principle can teach you this time
  • Learning to review and compare actual activities versus writen priorities
  • How to develop a Daily Activity Log and To-Do List
  • Exercising the art of delegation

WHO SHOULD ATTEND:
Territory Sales representatives and Supervisors are the primary targets of this seminar.
 

About the Speaker
EMILIO MACASAET III
Partner and Chief Distribution Strategist
Mansmith and Fielders, Inc.

President of his own two distribution companies; have organized and set-up different distributor networks, former VP sales and distribution of RFM, former national sales manager of L’Oreal, a part time professor of De La Salle Graduate School teaching Distribution Management, rose from the ranks of different companies (Nestle, Gillette, MetroLab). Attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago.

 

All programs can be done in-house and customized to fit the training needs of your company. We also have more courses exclusive for in-house seminars. For more details please call Alice Torres at (02)584-8989 / 0917-6271888 / 0918-81-168-88. You may also email  info@connectingmavens.net