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Your success as a field and distribution sales professional will ultimately rely on how effectively and efficiently you can manage your sales territory by developing strong sales pipelines and propelling sales opportunities with a focus on growing relationships with key and high potential clients.

As a field sales person, you are responsible for the quality, quantity and directions of your sales activity within your territory. How well you arrange and manage these three components will eventually decide your overall success. When territories are properly managed, key customer relationships are grown, key sales opportunities and account plans are being advanced and sales territory targets are being accomplished.

This training program intends to present a basic 5 step process to properly arrange and plan your sales territory. The procedure serves as a plan or an arrangement 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.

Sales Territory Planning Corporate Training provided by GITS Academy helps participant to

  • Understand the structured step by step approach to plan sales activity within their sales territories.
  • Understand the criteria for determining real customer potential.
  • Determine sales territory potentiality and analyse SWOT within the sales territory.
  • Learn how to set strategic objectives and goals for your sales territories.
  • Understand and explore best practice sales territory routing patterns for effective and efficient coverage.

Who Should Attend Sales Territory Planning Training?

Sales experts who work within sales territories.

Sales Territory Planning course content

  • Territory competition analysis
  • Territory potential analysis.
  • Sales Territory SWOT analysis.
  • SWOT analysis skill practice activity.
  • Key customer potential concepts.
  • What makes a customer “Attractive”?
  • Collecting information about customer potential.
  • Calculating real customer potential.
  • Why set goals and objectives?
  • Setting strategic sales goals for your territory.
  • Making sure your goals are SMART
  • What are territory routing patterns?
  • Accumulating effort across your territory.
  • Blocking your territory.
  • Using territory routing software.
  • Measuring and evaluating performance.
  • Taking corrective action.
  • Common sales activity time traps
June 16, 2017
GITS Academy. All rights reserved.

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