Territory Management: Sales Certification Program
Territory Management: Sales Certification Program
Territory Management: Sales Certification Program
North
West
Base
East
South
Highest Value
Course Overview
Territory Management
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
Territory Management
Some Basic Terminology:
TERRITORY: The geographic area in which you sell.
ACCOUNT:
A business customer.
LEAD:
PROSPECT: A potential customer account or person with whom you are not doing
business today, but might.
BROKER:
CONTACT:
Territory Management
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 a
systematic, logical process that
allows a sales rep to achieve
optimal results from the potential
customers in a given geographic
area.
Territory Management
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
Territory Management
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
Territory Management
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
Territory Management
Three-Phase Process
PHASE I:
0 to 90 Days
Prospecting Plan to
Establish Accounts
90 to 120-150 Days
PHASE III
PHASE II
120-150 Days +
Territory Management
Phase I Prospecting Plan
West
Base
South
East
Territory Management
Finding Leads
You may receive some leads from
Marketing. To do that
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
Territory Management
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).
Territory Management
Territory Management
Phase II Basic Territory Management
North
West
Base
South
East
Territory Management
Phase III Advanced Territory Management
North
West
Base
East
South
Highest Value
Territory Management
Phase III Advanced Territory Management
Territory Management
Course Review
Territory Management
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.
Territory Management
Course Review
This concludes our course on Territory Management