As your business is dependent upon successful long-term customer relationships and strategic selling, a targeted planned approach to managing the sales territory will lead to greater sales achievement.

This programme will:

• Lead representatives through a stepwise exercise of sales and territory analysis
• Enable them to maximise the use of existing sales data to formulate an action plan specific to their territory
• Identify and rank key accounts and the influencers within them
• Provide a business plan template of vision, situation analysis, objectives, strategies and tactics suitable for the territory and that link to your organisation’s business and marketing plans
• Understand where each influencer is in the buying cycle and develop specific objectives for them
• Develop strategies to productively manage the key accounts for a long term win/win relationship
• Document how the product strategy will be implemented in the territory
• Incorporate individual’s strengths, innovations and flair into the plan
• Ensure that resources are maximised by facilitating discussion groups to brainstorm appropriate tactics for the different customer groups

Outcomes

Representatives will have a documented Business Plan for their territory.  Key accounts will be identified with objectives and action plans written to maximise the opportunity within them.