Selling 3 - Territory and Account Management

Course Duration: 2 Days

New and experienced salespeople need to know how to analyse their time and manage their territory and their accounts so that they can be more efficient and effective when selling.

World Class Training

This course will deliver more change and better results than almost any other sales training course run today.

With a plan, one that you have developed yourself, you take greater ownership and you become more effective. Without a plan, or even with one that you haven't created yourself, you lose motivation, become less personally accountable and you achieve less. The Territory & Account Management techniques covered here add substantive value to each individual and for each organisation they work.

Learning Outcomes

Ron Pollak Training has devised a course that will achieve the following learning goals. Each of your team will:

• Understand the process of preparing a plan.
• Know when he/she needs to call for help.
• Appreciate the components of a territory and an account plan.
• Understand 'marketing and sales'.
• Prepare a sales territory and an account plan.

Who Will Benefit

Salespeople who have completed Selling 1 & 2 and wish to expand their knowledge and skills in the area of Territory & Account Management.

Advantages

Effective management of both Territory and Accounts delivers the following advantages.

• It crystalises what each sales person is going to do over the period of the plan;
• It provides measures against which the following factors can be assessed:
• Profitability of the territory;
• Efficiency of the salesperson;
• Understanding of the client base; and
• Opportunities and risks in the territory.
• It demonstrates that each sales representative has considered:
  • Who he/she is going to sell to,
  • What products he/she plans to sell,
  • When he/she plans to make their sales.

Territory and Account Planning Topics

Planning
    Finding Time to Plan
    The Competencies of Territory and Key Account Managers and the Concept of AM’s Trusted Advice
    The Sales Funnel
    Sales Funnel Metrics
    Stephen Covey’s Four-Quadrant Activity-Management Paradigm
    The Four D’s

Developing a Territory Plan
    SWOT Analysis
    Tactical Account Plans
    External Assessment
    Competitive analysis
    Territory Assessment
    It’s a Numbers Game

Analysing Your Accounts
    SPEC Model
    Marketing
    Territory Development Strategy

Account Planning
    Customer Overview
    Customer History
    People
    Titles
    Power
    DISC
    Coach Assessment
    Account Profile

Account Strategies
    Account Development Strategies
    Competitive Account Strategies

Call Planning

Each business defines its accounts using different terminology. The terminology is not as critical as the methodology - and then its application.

"In preparing for battle I have always found that plans are useless, but planning is indispensable." Dwight David Eisenhower (American 34th President (1953-61) 1890-1969)

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