How to Profile and Manage your Sales Territory for Profitability

This programme can run as an online or classroom training (Available also for Customised Training by Duration, Venue and Fee)

Course Contents

Day One

Attractiveness of Technical Value Factors 

• Comparative size of the company

• Company's Product-Market Fit

• Volume of business - Actual and Potential

• How this business may grow 

• Profitability potentials

• Degree of competition faced

• Cross-selling and Up-selling potentials

• Customers credit worthiness and ability-to-pay.

Attractiveness of Personal Value Factors 

• Degree of difficulty in getting business in the Territory

• Amount of elapsed time expected to getting business

• The interpersonal relationships required.

Plans and Assessments

• Mining the Territory

• List of Key Accounts
• New prospects

• The short-term (3 months)

• The medium-term (next 12 months)

• The long-term (next 24 months)

• Current relationships

• Competitiveness.

Day Two

Territory Activities Management

• Territory delineation

• Territory sales quota plans

• Route planning

• Territory time management

• The Selling Process

• Merchandising

• Sales budget management

• Adding new prospects and deleting “dogs”.

Day Three

Evaluation of the Performance

• Sales resource utilization effectiveness

• Sales activity analysis

• Clarify the Key Accounts

• Identify areas of opportunity and challenge

• Territory's Recency-Freqency-Product Mix (RFP) formula

• Comparing Actual against Budgeted Sales

• Market Share and Performance Index

• Sales Call Analysis - average revenue per call 

• Market Intelligence reporting.