Helping Business Succeed

Managing Territory and Time

This high impact 3.5 hour workshop is designed to enhance salespeople’s ability to manage their sales territories in three critical, related areas: optimal routing, establishing call frequencies based on “return on investment,” and time management.

Topics include;

  • A Territory Management Simulation
  • Territory Routing Styles with advantages and drawbacks of each style
  • Self-analysis of participant’s dominant territory styles (based on a pre-workshop assignment)
  • Allocating Calls According to “Return on Investment”
  • A Three-Step Process for Optimal Call Allocation
  • Determined “Expected Values” for Each Account in the Territory
  • A logical, step-by-step process for planning and implementing sound territory management strategies based on allocating calls according to accounts’ and prospects’ present and future potential.