TERRITORY MANAGEMENT

E-Learning + Coaching

Territory%20and%20Account%20Management_e

BIGGEST TAKEAWAYS... 

  • A great course for experienced sales professionals or sales teams to learn advanced tools, concepts and selling systems to complement their current best practices.   

  • Comprehensive course material designed to challenge current best practice thinking.  

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1- INTRODUCTION

 

  • What are the 4 Types of Territory Managers?

  • What are the common factors that define Territory Manager positions?

  • Sales 101 Review

 

SESSION 2: BEST PRACTICES OF THE ACCOUNT MANAGER

  • The Key Account Manager

  • Territory Account Manager

  • Territory Plan Tools

  • Account Plan Tools

  • Strategic Thinker Tools

 

SESSION 3: BEST PRACTICES OF THE BUSINESS DEVELOPMENT REPRESENTATIVE

  • The New Business Development Specialist

  • The New Business Sales Representative

  • Prospect Plan

  • Call Plan

 

SESSION 4: TERRITORY PLAN REVIEWS

  • Territory Plan Review

  • Account Plan Review

  • Prospect Plan Review

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: YOUR TERRITORY

  • Review of your Territory Plan.

  • What's working?

  • What's not working?

  • Skill and resource gap assessment.

 

COACHING WORKSHOP 3: MANAGING THE TERRITORY

  • Which plans require attention?

  • What skills are required to implement?

  • Skill gap assessment to fill.

 

COACHING WORKSHOP 4: SKILL GAPS

  • Strategic Selling Skills

  • Tactical Selling Skills

  • Question/Answer

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TERRITORY MANAGEMENT
E-Learning + Coaching