TERRITORY PLANNING

“If you’re failing to plan, you’re planning to fail.” 

How can salespeople leverage their most valuable resource – time. More importantly, the most valuable time any seller can spend is building relationships and closing deals face to face with clients and prospects. To determine whether or not your sales team needs this class, ask yourself, “Out of 40 hours last week, how many were spent face to face with customers and prospects?”

Objectives

There are many ways to look at territory planning and territory management. No matter which way works best for your company, the first step is understanding the tried and true 80/20 rule: 80% of your sales will come from 20% of your customers. Using that guideline, students learn how to get the most out of their time and territory by First finding hidden revenue opportunities with their current customers and Second adding to their customer list through a sound prospecting plan.

Outcomes

• Sales cycle shortens due to increased contact with key prospects and customers
• Improved customer retention because of better relationships through increased time with decision makers
• Decreased expenses with lower sales generation costs