TERRITORY MANAGEMENT
E-Learning + Coaching
DOWNLOAD THE WORKSHOP PLANNER!

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