About this Event
Group Discounts:
- Save 10% when registering 3 or more participants
- Save 15% when registering 10 or more participants
About This Course
Duration: 2 Days (9:00 AM – 5:00 PM)
Delivery Mode: Classroom / In-Person Workshop
Language: English
Credits: 16 PDUs / Training Hours
Certification: Course Completion Certificate Provided
Refreshments: Lunch, tea/coffee, and snacks included
Course Overview:
This 2-day training equips field and distribution sales professionals with practical skills to manage and plan their sales territories effectively. Participants will learn a structured 5-step approach to assess customer potential, set strategic objectives, optimize territory routing, and measure performance to drive sales growth.
Learning Objectives:
· Plan sales activities within your territory using a step-by-step approach.
· Assess real customer potential and scoring.
· Evaluate territory strengths, weaknesses, opportunities, and threats.
· Set strategic, measurable objectives for sales growth.
· Implement efficient territory routing patterns for optimal coverage.
Target Audience:
Field and distribution sales representatives, account managers, and professionals responsible for managing sales territories.
Why choose this course?
This course is ideal for sales professionals seeking actionable strategies to maximize their territory potential. Through a structured 5-step methodology, delegates learn how to prioritize high-potential customers, streamline coverage, and achieve strategic sales goals. Practical exercises, real-world examples, and hands-on tools ensure participants leave ready to enhance sales performance immediately.
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Want to train your entire team together?
This program can be delivered virtually, in the classroom, or onsite, making it easy to train your sales team collectively, ensuring everyone aligns on best practices for territory management and sales growth.
📧 Contact us today to schedule a customized in-house, face-to-face session: [email protected]
Agenda
1. Sales Territory Analysis
Info: Competition, potential, and SWOT analysis of your territory.
2. Customer Potential Analysis & Scoring
Info: Identify key customers, assess attractiveness, and calculate real potential.
3. Strategic Territory Objective
Info: Set SMART sales goals aligned with your territory potential.
4. Territory Routing & Coverage Management
Info: Optimize routes, manage coverage, and use routing tools.
5. Measure, Evaluate & Corrective Action
Info: Track performance, identify gaps, and implement corrective measures.
Event Venue & Nearby Stays
McDougall Court Northeast, 639 5 Ave SW, Suite 2500 Calgary, AB T2P 0M9 Canada, Calgary, Canada
CAD 1210.17 to CAD 1551.72
