TERRITORY MANAGEMENT

COURSE OBJECTIVES

Control and improve your sales performance with better planning and prioritising.
Balance the urgent with the important - delivering the short term as well as medium term sales opportunities.
Organise your diary and travel in order to save time.
Get more out of meetings - set clear objectives for what you need to achieve by when.
Keep on top of the paperwork.
Focus on the activities that drive sales growth.

COURSE DESIGNED FOR

Sales executives and managers looking to increase sales through organisation, increased productivity and territory management.

COURSE CONTENT

Plan Your Territory ~

Prioritising your prospects - allocating time in relation to return
Organising your meetings to reduce travel
Prioritising skillfully
Developing your existing customers and finding new propects within your territory

Plan Your Time ~

Understanding the major time consumers - be effective rather than busy
Planning how to meet targets
Dealing with interruptions
Allocating time to organise and manage your paperwork - before it takes over

Set and Achieve Milestones ~

Responding to the customer within agreed time frames
Creating a sense of urgency
Contingency planning

Meetings That Deliver Results ~

Agree the purpose of the meeting
Clarifying the customer's expectations and available time
Successfully closing the meeting

The Important and the Urgent - Managed ~

Keeping focused on the important - it's what drives your sales
Minimising the urgent - it becomes a time consumer

Personal Development ~

Creating an action plan