Institute of Sales & Marketing

1. Introduction to Sales Planning & Territory Management

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“The course has provided us a path for change in my organization”

- Imran Hidayath,Director

Despite the field sales force being a major revenue driver, most companies still operate with unbalanced sales territories. Over 40% of field sales staff have either too little or too much work, and on average, spend 20% or more of their time travelling.

Poorly aligned sales territories, visiting the wrong customers, and/or having a sales team with skills that don?t always suit the product or service offered, can cost anything from 2.5% to 10% in missed sales each year. That can be a huge loss of revenue.

It is therefore vital to establish the right workload and sales potential for each sales person, correctly allocate territories based on the right geography. This course is designed to address these issues and improve sales force productivity.

On successful completion of the course delegates will learn how to:

• Stretch selling day and spend more time with your customers
• Plan effectively and avoid losing sales to better organized competitors
• Sell more, earn more and accomplish more through sales territory management
• Set goals and priorities to maximize your selling effectiveness
• Increase selling time by minimizing distractions and procrastination
• Strike a balance between personal and professional goals
• Control your territory with strategies that help you value accounts, penetrate accounts and maximize coverage