Territory Management and Prospecting for New Businesses Training

The Territory Management and Prospecting Training is designed to broaden your understanding of the processes required to plan and implement the sales and servicing requirements of your customers. The skills required to manage and develop a sales territory are essential to all salespeople.  

By the end of the training, attendees will be able to establish and develop account management activities based on their contribution to achieving your sales key result areas, and your organization's business plan. It is a hands-on workshop with practical planning tools, clear processes, and best in class examples

Day One

• Overview
• Basic Terminology
• Territory
• Account
• Lead
• Prospect
• Broker
• Contact
• Key Result Area (KRA)
• Definition of territory Management
• Prospecting Plan
• Find Leads
• Qualifying Prospect
• Prequalifying Prospect
• Procedures for designing Sales Territory
• Benefits of Sales Territory

Prospecting

• What is Prospecting
• Leads Vs Prospect
• Prospecting Funnel
• Research
• Prospect
• Connect
• Educate and Evaluate
• Close

Sales Prospecting Techniques

• Sales Prospecting Techniques
• Cold calling
• Social spamming
• Inbound Prospecting
• Warm emailing
• Social selling

Guide to Prospecting

• Research
• Priority
• The first touch

Elements of Territory Management

• Account Analysis
• The undifferentiated Selling Approach
• The Account Segmentation Approach
• ELMS System
• 80/20 Principle
• Multiple Selling Strategy
• Multivariable Account Segmentation

Day Two

Territory Time Allocation

• Basic Factors to Consider
• No of Account in Territory
• No of sales call made by territory
• No of sales call made by customer
• Time requires each Sales
• Sales Response Function
• Salespeople Time Wasters

Account Analysis and Time Allocation

• Single Factor Model: ABC Account Classification
• Portfolio Models
• Account Opportunity
• Competitive Analysis
• Competitive Position
• Decision Model
• Sales Funnel
• Unqualified Opportunity
• Qualified Opportunity
• Best Few Opportunity
• Break Even Sales Analysis

Day Three

Managing Territory Coverage

• Judgmental Routing: Basic Rules
• Route should be Circular
• Route should never cross itself
• Same route should not be used
• Three Basic Routing Pattern
• Advantages of routing
• Scheduling

What is Territory Management?

• Prospecting for New Business
• Planning to Make Contact
• Making Contact
• Planning