{"id":2001,"date":"2024-10-02T22:50:39","date_gmt":"2024-10-02T22:50:39","guid":{"rendered":"https:\/\/eiecentre.com\/Excellence\/?post_type=courses&#038;p=2001"},"modified":"2024-10-04T17:06:57","modified_gmt":"2024-10-04T17:06:57","slug":"strategic-sales-planning-and-territory-management-course","status":"publish","type":"courses","link":"https:\/\/eiecentre.com\/Excellence\/courses\/strategic-sales-planning-and-territory-management-course\/","title":{"rendered":"Strategic Sales Planning and Territory Management Course"},"content":{"rendered":"<p><span data-preserver-spaces=\"true\">The strategic sales and territory management course is well-designed, and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have many other benefits to sales forces.<\/span><\/p>\n<p><span data-preserver-spaces=\"true\">This strategic sales and territory management course reviews territory management principles while focusing on the essential analytical frameworks and practices of sound territory design.<\/span><\/p>\n<h2><span data-preserver-spaces=\"true\">Sales Territory Management Best Practices and Tools<\/span><\/h2>\n<p><span data-preserver-spaces=\"true\">In recognition of the vital role that territory management plays in the success of a sales force, this course also dedicates a unit on sales territory management best practices and the tools integral to the process. Participants in the strategic sales and territory management course will explore advanced concepts in territory planning sales, effective sales territory management, and the dynamics of a successful territory sales plan.<\/span><\/p>\n<p><span data-preserver-spaces=\"true\">With guidance on using leading territory management tools and focusing on strategically managing a sales territory, sales professionals will enhance their ability to design and execute a sales territory management strategy that aligns with their company&#8217;s objectives and adapts to the market&#8217;s evolving requirements.<\/span><\/p>\n<h2><\/h2>\n<h2><span data-preserver-spaces=\"true\">Course Objectives<\/span><\/h2>\n<p><span data-preserver-spaces=\"true\">At the end of this strategic sales and territory management course, the participants will be able to:<\/span><\/p>\n<ul>\n<li><span data-preserver-spaces=\"true\">Analyze the process of sales planning and territory management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Practice effective ways of setting goals, developing sales activities, and managing time effectively.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Use relevant tools for route structuring and territory management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Apply the methods of effective territory management and strategic selling.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Revise sales strategies and provide proper sales training for the salesforce.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Successfully choose, target, and manage a territory, maximizing growth and profit.<\/span><\/li>\n<\/ul>\n<h2><span data-preserver-spaces=\"true\">Targeted Competencies<\/span><\/h2>\n<p><span data-preserver-spaces=\"true\">By the end of this strategic sales and territory management course, the target competencies will be able to:<\/span><\/p>\n<ul>\n<li><span data-preserver-spaces=\"true\">Sales performance management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Sales planning.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Strategic thinking.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Self-management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Analytical foundations are essential to territory management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Strategic selling skills.<\/span><\/li>\n<\/ul>\n<h2><span data-preserver-spaces=\"true\">Course Content<\/span><\/h2>\n<h3><strong><span data-preserver-spaces=\"true\">Unit 1: Overall Planning Process<\/span><\/strong><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Overview of sales management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Activities involved in implementing a sales program.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Evaluation and control of sales force performance.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Supervisor sales training program.\u00a0<\/span><\/li>\n<\/ul>\n<h3><strong><span data-preserver-spaces=\"true\">Unit 2: Management of Self<\/span><\/strong><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Time management techniques for sales professionals.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Salespeople time analysis.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Managing your time for better sales results.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Corporate training for better account management.<\/span><\/li>\n<\/ul>\n<h3><strong><span data-preserver-spaces=\"true\">Unit 3: Territory Management<\/span><\/strong><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Generating new accounts.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Computing the cost per call and number of calls needed to close a sale.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">ABC account classification and the portfolio model.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Designing sales territories using build-up and breakdown methods.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Routing patterns.\u00a0<\/span><\/li>\n<\/ul>\n<h3><strong><span data-preserver-spaces=\"true\">Unit 4: SalesForce Structure and Organization<\/span><\/strong><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Generalist and specialist sales forces.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Dividing the salesforce.<\/span><\/li>\n<\/ul>\n<h3><strong><span data-preserver-spaces=\"true\">Unit 5: Strategic Selling<\/span><\/strong><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Buying influences and red flags identification.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Working the sales funnel.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">How do salespeople think, feel, and behave?<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Establishing control systems.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Primary account sales strategy.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Discover their sales strengths.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Proactive sales management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Advanced selling strategies.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Secrets of excellent sales management.<\/span><\/li>\n<\/ul>\n<p><a class=\"course-btn\" href=\"https:\/\/eiecentre.com\/Excellence\/en\/fill-form\/\"> Enroll Now <\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The strategic sales and territory management course is well-designed, and managed sales territories allow firms to maximize sales force capacity, [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":2003,"template":"","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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