Sales Territory Management training program

Sales Territory Management Training

Maximize revenue and productivity by equipping your sales team with a proven framework for managing territories, prioritizing accounts, and creating actionable growth plans.

Program Overview

In today’s competitive market, sales professionals must maximize revenue from their territory by investing time where it matters most. Guesswork and wasted effort drain productivity and delay results.

Richardson’s Sales Territory Management Training helps salespeople analyze their territory, prioritize accounts, and create fact-based action plans. Participants learn to balance short- and long-term opportunities, align resources with the highest-value prospects, and treat their territory like a personal business plan. This program teaches sales teams how to segment territories by geography and customer potential, create monthly and quarterly plans that drive consistency and focus, and make smarter, data-driven decisions about where to invest time and energy.

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For Who

Sales Professionals

Sales Managers

Account Managers

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Format

Instructor-led

Virtual instructor-led

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Duration

1-Day ILT Workshop; Two 4-hour VILT Workshops; Pre and Post Digital Learning

Key Areas of Content

Assessing Current Territory

We work with sales professionals to create a clear, concise picture of the past year in order to see their strengths and vulnerabilities and gain insights into what is needed for the current year. This includes teaching them how to classify existing customers, anticipate and prepare for challenges; analyze potential opportunities; and set specific, action-oriented, achievable objectives.

Creating Balance

In any economy, it is essential to understand your territory and analyze it from several perspectives. In this program, we teach sales professionals where to focus their time across existing customers and prospects, and how to generate the right mix of business across customers/prospects, products, and geographic regions.

Building a Territory Plan

We teach sales professionals how to create a flexible vehicle to implement their territory plan. We ensure they understand the connection between Territory Planning and achievement of personal sales goals, and recognize that the Territory Plan is the equivalent of their own personal business plan — a roadmap to achieve growth goals.

Execution of the Plan

Finally, we ensure sales professionals are clear on how to keep the territory plan a living document by discussing execution challenges and strategies. We review tips to effectively manage their time, teach them to analyze their execution and adjust the plan as needed.