Sales Territory Management
By Emilio Macasaet III
This online training course is specifically designed to provide sales territory management practitioners with practical and immediately applicable approaches to managing and growing the sales territory business. Each module provides participants with frameworks, templates, and illustrative cases to facilitate more productive and insightful training sessions.
This introductory module rests on the concept of managing a territory as a business unit. It emphasizesthe value of right strategy and right organizational structure that supports strategy.
1.Intro:How well do you know your territory?
2.The Territory as a Business Unit
3.Goals of Sales Territory Designs
4.What is a Sales Strategy?
5.Channel Segmentation and Offerings
6.Your Job and Competencies
The Sales Territory Plan is your roadmap to success. How you develop this plan will affect your territoryinvestment decisions, channel intermediary selection, and set the context for all other elements interritory management. This course teaches participants how to develop a territory-centric salesstrategy and sales force design as part of its route-to-market model.
1.How to analyze your territory's growth opportunities
2.What are the KRAs and drivers of a territory performance
3.How to develop plans per KRA
4.How to align your company's objectives with your territory strategy
5.How to translate strategies into daily actionable points
6.Data Analysis: Evaluation of Activity and Performance Metrics
This module discusses various territory fortification strategies to ensure gains are protected andbarriers to entry are effectively created.
1.When to defend and when not to
2.Defensive strategies to protect your gains in the territory
Right routines form right habits. This course teaches participants various structured routines,procedures, and tools to ensure plans are executed accordingly.
1.The principle of atomic habits
2.The daily discipline of a territory sales specialist
3.Focusing on key priorities using GOOGLE OKR
4.How to optimize productivity on a daily basis
5.The art and science of delegation
Who Should Attend
Key Account Managers, Trade Marketing Managers, Distributor Managers, Channel Managers
Lecture, Q&A, Breakout group discussions/plenary presentations
Emilio Macasaet III
Partner and Chief Channel Marketing Strategist
Emilio “Bong” Macasaet is the author of the best-selling, Distributor Management: Winning Tools in Managing Distributors as Partners, the first ever book on distributor management in the Philippine Market, 6 Steps To Effective Key Account Management, and the newly launched book, Fundamentals of Trade Marketing.He brings with him very extensive and intensive corporate experiences gained from both local and multinational companies like Gillette, Nestle, L'Oreal, Metrolab and RFM Corporation where he was Vice President of Sales & Distribution division. He conducts various sales seminars, consulting, and training programs in most parts of Asia-Pacific and Middle East. He obtained his MBA from Ateneo De Manila University and took his Doctor in Business Administration at De La Salle Graduate School of Business where he was a former MBA professor in Distribution Management. Bong also attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago; and other special programs at Singapore Institute of Management (SIM), Singapore, and Burke Institute, USA. He partly writes a column in Business World newspaper and is currently a professor in marketing management at the Ateneo Graduate School of Business (AGSB).