Territory Planning & Management™

Acclivus R3 Solutions
Training overview
Corporate / Group Training
2 days
Start dates
United States of America
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Course description

Territory Planning & Management™

Territory Planning & Management™ enables sales professionals to create strategic territory business plans that include approaches to expand customer base, increase market share, and build competitive barriers. Through Territory Planning & Management, sales organizations gain insight, the power to see beyond the obvious; and leverage, the ability to produce greater results with less effort.

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Who should attend?

Territory Planning & Management is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.

Training content

Territory Planning & Management provides sales organizations with the strategies and approaches necessary to proactively set in motion a chain of events that will lead to the achievement of goals and objectives. Territory Planning & Management includes the following:

  • Analyze sales territory from the perspective of awareness, perception, attitude, and current customer buying behavior
  • Identify and target strategic influencers within the territory
  • Develop a proactive approach to territory planning that strengthens customer awareness, perception, attitude, and buying behavior
  • Assess current competitive position with territory and formulate strategies for strengthening a competitive position in the territory
  • Assess current prospecting, qualifying, and closing ratios within pipelines and prepare plans for strengthening these ratios
  • Formulate strategies for maintaining a healthy pipeline with a steady and continuous flow of opportunities
  • Build prospecting plans for new projects within existing and new customers as required
  • Compare business development opportunities based upon strategic significance, potential, probability, and time required to bring business to closure

Territory Planning & Management teaches a proven methodology for “working smart”—formulating and implementing a total process approach to territory management.


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About Acclivus R3 Solutions

Acclivus R3 Solutions

For more than three decades, we’ve been influencing the behavior and performance of sales, support, and service professionals and executives. Based on work and research with more than 1,000 clients, we developed R3 Solutions, the only fully integrated training curriculum...

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Contact info

Acclivus R3 Solutions

14520 Midway Road
75244 Dallas TX

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