Sales Territory Planning & Routing

Your success as a field and distribution sales professional will ultimately depend on how efficiently and effectively you can manage your sales territory by building strong sales pipelines and advancing sales opportunities with a focus on growing relationships with key and high-potential customers.

As a field salesperson, you are accountable for the quality, direction, and quantity of your sales ac-tivity within your territory. How well you plan and manage these three factors will ultimately de-cide your overall success. When territories are managed properly, key customer relationships are grown, account plans and key sales opportunities are advanced and sales territory targets are achieved. This can only happen through structured territory business planning and proactively ex-ploring territory growth.

This training program aims to introduce a simple 5 step process to properly manage and plan your sales territory. The process serves as a plan or a guideline from setting strategic sales goals based on your close analysis of both your territory itself and scoring your customers for their potential to following best practice territory routing and coverage patterns and evaluating your results.