Territory Management: Sales Certification Program

Territory Management
Geography + Account Valuation = Great Territory Management!
North
West
Base
East
South
Highest Value
Sales Certification Program

August 2005
Course Overview
This course will provide you with the
knowledge and skills to efficiently and
effectively establish, service and
manage a geographic sales territory.
Course Objectives
At the end of this training session, you will be able to:
EXPLAIN: How to Find Leads and Pre-qualify Prospects
EXPLAIN: The Three Phase Approach to Territory Management

EXECUTE: A Base + NEWS Prospecting Plan
DEVELOP: A Base + NEWS Territory Management Plan
EXPLAIN: The concept of Account Valuation
EXPLAIN: The concept of Account Deployment
DISCUSS: How you will eventually develop a Geographic + Valuebased Territory Management Plan
Some Basic Terminology:
TERRITORY: The geographic area in which you sell.
ACCOUNT:
A business customer.
LEAD:
A business within the territory, that may or may not be a qualified

prospect.
PROSPECT: A potential customer account or person with whom you are not doing
business today, but might.
BROKER:
A business owner or manager. Typically the decision-maker.
CONTACT:
A person within an account.
Its An APPLe
Applied Productivity and
Performance Levers, or
APPLes, are the competencies
and skills required for success as
a Sales Rep.
Territory Management is one of

the eight major APPLes.
Technology
Territory Management is a
systematic, logical process that
allows a sales rep to achieve
optimal results from the potential
customers in a given geographic
area.
It is Accomplished By:
Identifying leads and qualifying prospects
Allocating appropriate time and resources for
prospecting, servicing, and developing
accounts
Mapping routes efficiently
Prioritizing prospects and accounts to ensure
that the energy, budget and time spent on
them is in direct proportion to their value to the
company, and to maximize the revenue and
profit potential of the territory
Primary Objective
It is Important Because:
It ensures the proper and efficient geographic
coverage of the territory
It is a vehicle for balancing work load
It is a means of containing costs, such as
travel expenses
It ensures proper market penetration and
account development
Maximizing your territory translates into more
loans, and higher commissions
Factors to Consider:
Lead sources
Target account profile
Number and potential value of prospects
Number and value of accounts
Size and shape of the territory, including distance
between key points
The layout of roadway systems, which determines
the time between key points
Duration and frequency of presentations or visits
Three-Phase Process
PHASE I:
0 to 90 Days
Prospecting Plan to
Establish Accounts
90 to 120-150 Days
PHASE III
PHASE II
Advanced Territory Management

(Account Deployment)
Basic Territory Management

Plan to Solidify Core
Account Base
120-150 Days +
Phase I Prospecting Plan
Prospecting Plan (Geographic)

North
West
Base
South
Find leads (from Marketing, personal experience, observation,
East
state banking commission, associations, Yellow Pages, other

advertising and/or networking.)
Map leads using Base + NEWS method (geographic prospecting
plan - divide territory into 5 parts, with the center being your home
base and the others being North, East, West, South).
Qualify prospects when possible (phone and other research).
Set appointments when possible.
Visit prospects on appointments when possible or cold call as needed.
Rotate the areas/accounts you visit based on day.
Start at the farthest-most office and work your way back home.
See 8-12 prospects per day - run sales meetings and presentations.
Do Account Selection retire prospects and acquire accounts, as
appropriate.
Balance your efforts over time based on overall account potential
compared to revenue realization.
Finding Leads
You may receive some leads from
Marketing. To do that
You must also:
Contact your Territory VP and follow
Research state banking commission Websites
their instructions.
Know that
They may automatically send a list
of prospects within your territory for
you to review
You may need to request it.
There may not be many or any
good leads in our database
These leads are customers that
have worked with us at some point,
or that we know about. Thats
why
Search the Yellow Pages

Search online sources such as www.411.com
and www.smartpages.com
Review other advertisement sources
Join and get member lists from
associations
Network within your market and community

Ask for referrals from prospects and accounts
Pre-Qualifying Prospects
Call leads by telephone to confirm theyre in business, meet our pre-qualifcations,
and are not already working with us. (Set an appointment if possible.)
Cold-call those prospects who wont talk on the phone, when you are in their
geographic area. (Get and give business cards; set an appointment).
Talk to others inside the prospective account receptionists or others.

Ask questions of referral sources and our employees; gather information from all
viable sources. Be creative.
Look for large Yellow Page or other ads.
If its a known account that has deactivated, research past production.
Hit the Road

Now its time to put your Prospecting Plan into action:
Go the appointments
Cold call as required
Use your Partnership Selling and Account Selection skills
Work hard to establish accounts and get ready for Phase II of Territory
Management
Phase II Basic Territory Management
Basic Territory Mgt. (Geographic)
North
West
Base
South
East
Continue the Base + NEWS system.

Visit 5 accounts per day and see 1-3 prospects per day (if
prospects are limited, see more accounts). See at least 2 in the
morning and 3 in the afternoon. (Same accounts, same days, same
locations, and same times throughout the month.)
Spend one hour at a office for every sales you made there last month,
or expect to get this month.
Contact the right people for the right action. Use your inside staff and
Solutions Desk to get product/underwriting/policy questions
answered. Use your TVP to get obstacles removed, or for help with
special customers in the field.
Continue to work with accounts geographically to further profile,
confirm your Account Selection decision, and develop production
potential.
Phase III Advanced Territory Management
Account Deployment Preview
North
West
Base
East
South
Highest Value
Evaluate and rank accounts based on Past and Current production,

and Future production potential (PCF).
Rework Territory Plan to spend the most time (more than one visit per
week) with top-ranked accounts with the most value, and see
remaining accounts once per week (or less) geographically (or by
phone). Effort spent on accounts should be in direct proportion to their
value.
Visit 6 accounts per day and see 1-2 prospects per day, as availability
allows (if prospects are limited, see more accounts).
Spend one hour at a office for every sales made last month, or
expected this month.
Contact the right people for the right action. Use your inside staff and
Solutions Desk to get product/underwriting/policy questions answered.
Use your TVP to get obstacles removed, or for help with special
customers in the field.
Phase III Advanced Territory Management
Account Valuation Preview

Highest Value
Course Review
Territory Management is a systematic, logical process that allows you to

achieve optimal results from the potential customers in a given
geographic area.
The primary objective of Territory Management is to maximize the
revenue and profit potential of your territory.
You do that by prioritizing prospects and accounts to ensure that the
energy, budget, and time spent on them is in direct proportion to their
value.
Leads may come from internal sources and your own research.
Initially, calling prospects ensures theyre still in business and can save
you time. When you have an account base that you visit weekly, you
can see other prospects when you are in the area.
For a new sales rep, Territory Management is a three-phase process.
Course Review
PHASE I: Prospecting Plan to
Establish Accounts
Find leads.
Map leads using Base +
NEWS method (geographic
prospecting plan).
Qualify prospects, when possible.
Set appointments, when possible.
Visit prospects on appointments
or cold call leads.
See 8-12 prospects per day run
Broker Meetings and LO
Presentations.
Select, retire and acquire
accounts, as appropriate.
PHASE II Basic Territory

Management Plan to Solidify
Core Account Base
PHASE III Advanced Territory

Management (Account
Deployment)
Continue to work with

accounts geographically to
further profile, confirm
selection decision, and
develop production.
Evaluate and rank account

production and potential.
Visit 5 accounts per day, and

see 1-3 prospects per day (if
prospects are limited, see
more accounts).
Rework Territory Plan to

spend the most time (more
than one visit per week) with
accounts with the most
value, and see remaining
accounts geographically.
Visit 6 accounts per day, and
see 1-2 prospects per day (if
prospects are limited, see
more accounts).
Course Review
This concludes our course on Territory Management
Thanks for your attention and efforts

Best of success on the Course Assessment!

Territory Management: Sales Certification Program

Uploaded by

Copyright:

Available Formats

Territory Management: Sales Certification Program

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Territory Management: Sales Certification Program

Uploaded by

Copyright:

Available Formats

Territory Management

Geography + Account Valuation = Great Territory Management!

Sales Certification Program

EXPLAIN: The Three Phase Approach to Territory Management

A business within the territory, that may or may not be a qualified

A business owner or manager. Typically the decision-maker.

A person within an account.

Territory Management is one of

Advanced Territory Management

Basic Territory Management

Prospecting Plan (Geographic)

Find leads (from Marketing, personal experience, observation,

state banking commission, associations, Yellow Pages, other

You must also:

Contact your Territory VP and follow

Research state banking commission Websites

Search the Yellow Pages

Network within your market and community

Talk to others inside the prospective account receptionists or others.

If its a known account that has deactivated, research past production.

Hit the Road

Basic Territory Mgt. (Geographic)

Continue the Base + NEWS system.

Account Deployment Preview

Evaluate and rank accounts based on Past and Current production,

Account Valuation Preview

Territory Management is a systematic, logical process that allows you to

PHASE II Basic Territory

PHASE III Advanced Territory

Continue to work with

Evaluate and rank account

Visit 5 accounts per day, and

Rework Territory Plan to

Thanks for your attention and efforts

You might also like