Time and Territory Management

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- Time and Territory Management -

Course Overview

As all sales managers know it costs a substantial amount of money and resources to keep sales representatives on the road calling on customers and finding new sales opportunities. This is why the ability to manage time well is a critical sales skill.

If you’d like to see your account managers or territory representatives invest more time each week calling on customers and less time driving (or in the office doing sales admin), then this one-day Time and Territory Management course could be the answer you’re looking for. If you want your people to shorten their sales cycles, target key accounts and make more time for prospecting, Time and Territory Management will show your account managers how to take control of their time, priorities and workday so they can increase their productivity, maximise their selling effectiveness and meet their sales goals.

They’ll learn to prioritise their time and sales activities to increase revenue, identify time management roadblocks and learn where and how to eliminate any counterproductive behaviours and habits 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.