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Time and Territory Management Training Course in Melbourne

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- Time and Territory Management -

Course Overview

Aѕ аll ѕаlеѕ mаnаgеrѕ know іt соѕtѕ a ѕubѕtаntіаl amount of mоnеу and rеѕоurсеѕ tо kеер ѕаlеѕ rерrеѕеntаtіvеѕ оn thе road саllіng on сuѕtоmеrѕ аnd fіndіng new sales орроrtunіtіеѕ. Thіѕ іѕ whу thе аbіlіtу to manage tіmе wеll іѕ a сrіtісаl ѕаlеѕ ѕkіll.

If you’d lіkе to see your ассоunt managers or territory rерrеѕеntаtіvеѕ іnvеѕt more time еасh week саllіng on customers and less tіmе drіvіng (оr in the оffісе dоіng ѕаlеѕ admin), thеn this оnе-dау Tіmе аnd Tеrrіtоrу Management соurѕе соuld be thе answer you’re lооkіng fоr. If you wаnt уоur реорlе tо shorten thеіr ѕаlеѕ cycles, target key ассоuntѕ and mаkе mоrе tіmе fоr рrоѕресtіng, Tіmе аnd Tеrrіtоrу Management wіll ѕhоw your ассоunt mаnаgеrѕ how tо tаkе control оf their tіmе, priorities аnd wоrkdау ѕо thеу саn increase thеіr рrоduсtіvіtу, mаxіmіѕе their selling effectiveness аnd meet their ѕаlеѕ goals.

Thеу’ll learn tо prioritise their tіmе and ѕаlеѕ асtіvіtіеѕ tо іnсrеаѕе revenue, іdеntіfу tіmе management rоаdblосkѕ and learn whеrе аnd how to еlіmіnаtе аnу соuntеrрrоduсtіvе bеhаvіоurѕ аnd hаbіtѕ permanently.

Key Learning Outcomes

  • Why time as an account manager or sales rep can be your best friend or worst enemy
  • What are the core habits of highly successful account managers
  • Dollar productive behaviour. How to stretch your selling day by investing more time with your customers and prospects
  • The four territory plans you’ll need to put in place
  • Prioritising your sales tasks while you’re on the road
  • How to effectively plan your day and your week
  • Setting goals and priorities to maximise your selling effectiveness
  • Understanding how your circadian rhythms affect your success in a sales territory
  • Increase selling time by minimising distractions and procrastination
  • How to make more productive use of travel time
  • Control your territory: value accounts, penetrate accounts and maximise sales coverage
  • Managing information: improving your electronic communication, organising your paperwork, making your Customer Relationship Management (CRM) system work for you
  • Dealing with your “time robbers” and “territory bandits” – the causes of time and sales territory management problems

Training Outline

Morning Session
  • What makes an effective territory manager/account manager
  • The only three ways an account manager can increase their sales within their territory (team exercise)
  • How to develop the sales and territory management habits necessary for achieving a higher level of personal and professional control
  • The 5 steps for planning the week and each day within your sales territory
  • The secret of getting things done: TRIAGE
  • How to prioritise and balance your long-term sales targets against the urgent calls, emails and requests that arise each day while in the field
  • Maximising time on the road and getting more face-to-face time with your customers
  • The secrets of mapping your days, weeks and months to enable you to spend more time on the road, finding new opportunities and less time in the office doing “stuff”
Afternoon Session
  • Managing your customer relationships and territory using your new CRM system
  • Organising yourself, your car and your office
  • How to keep your files, email and systems in order by learning these new and effective personal organisation strategies
  • Managing interruptions “on the road”. Solutions for staying on track when the day gets busy
  • Customer & Territory Profiling. How to develop a powerful customer profiling system that enables you to identify the prospects and customers with the greatest current and future sales and relationship opportunities
  • Master Territory Planning. Before completing this program, you will create a Master Plan based on everything you have discovered. 

Training Options

We realise every client is different. You may have only half a dozen people to train, or perhaps you’re running a conference and want a guest speaker or a trainer to undertake a high impact, short breakout session.

Whatever you have in mind, we want to help you achieve your training goals. Let’s start a conversation and find out what’s happening at your place and what you want your people to be able to do differently as a result of training. If you’re on a tight budget, we get that as well. Rest assured, we are good listeners, and we are here to help you achieve your outcomes.

  • 1-day Training (7 hours)
  • Half-Day Express (3 hours)
  • Lunch & Learn (60 minutes)
  • Online Training (Self-paced)
  • One-on-One (Zoom) Coaching