Professional Development Series

Phone us on: 1300-881-891

Take greater control of your time, customer relationships and discover how to get the very most opportunities from your sales territory

Time & Territory Management

Training and professional development for Australia sales people, account managers, BDMs and territory representatives.

AUSTRALIAS LEADING PROGRAM FOR SALES REPRESENTATIVES, ACCOUNT & TERRITORY MANAGERS
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Time & Territory Management

YES, its possible to find more time to see more customers within your sales territory! In just one day youll also discover how to find more business and get greater sales focus than ever before.

Better planning, managing, account management skills

Today across Australia, thousands of organisations depend on the efforts and professional organisation skills of their account reps and territory managers to develop new and existing sales and business opportunities. However, current research now confirms what many sales managers and business owners have known instinctively for some time: the average Australian territory manager spends between 1 ! " 1#! of their total time each week face" to"face with prospects and customers. So what about the other time; where does it go? The real truth is that without training or specific coaching, many territory managers, while working hard, may not be actually managing their time and their territory as efficiently as they could be. $y the end of the hands"on and engaging 1"day training, your sales people will have the knowledge and insights to tackle new and future business opportunities that exist in their sales territory % with great clarity and focus. The one day Time & Territory Management& program has been designed specifically with Australian territory managers in mind. 'eveloped in Australia by experts who understand how to successfully manage sales territories and close short"term and long"term sales, this program will show your people how to use their time and their sales resources more effectively in a region or territory( How would you benefit from attending the course? $y the end of the program your people will have the tools and techni)ues to be able to confidently invest more )uality face"to"face time in their territory, doing what you expect them to do: close more sales( *articipants will discover how to work more efficiently, effectively and % more dollar productive( +hether you,re wanting to find out the right way to get more done each day while you,re on the road ... or you -./T want to use your time better, with fewer headaches ... these skills are 0must"haves1 for any territory manager who manages any type of sales territory. After completing the Time & Territory Management& program, you will have the skills to: 2 3reate an effective strategic and tactical Territory *lan which works best for your uni)ue sales territory. 2 4ncrease your sales and territory penetration and relationship effectiveness. 2 3ontrol interruptions, email, phone calls and time spent away from working in your territory.

The Time & Territory 2 5aximise your time on the Management& program is a road and 67T in the office. skill"packed seminar, designed to provide busy sales staff with the know"how to also succeed in building rock"solid relationships with your customers and well as how to make the time to prospect and look for new opportunities with their given sales territories. .

Ask us how to bring a customised seminar to your organisation

Seminar Agenda
One Day (9:00am 5:00pm)

Session 1
The benefits of using a Territory Management system. Analysing the effe ti!eness of your urrent Territory Management metho"s. The riti al "ifferen es bet#een poor$ a!erage an" e% ellent territory an" a ount managers. &o# "o you ompare' &o# to "e!elop the "aily habits ne essary for a hie!ing a higher le!el of personal an" professional ontrol ( The 5 steps to "e!elop a "aily planning system that helps you in!est more time in your sales territory

Session 2
( The se ret of getting things a omplishe": T)*A+, &o# to prioritise an" balan e your long-term sales targets against the urgent alls$ emails an" re.uests that arise ea h "ay #hile in the fiel". ( Ma%imising time on the roa" an" getting more fa e-to-fa e time #ith your ustomers. ( The se rets of mapping your "ays$ #ee/s an" months to enable you to spen" more time on the roa"$ fin"ing ne# opportunities an" less time in the offi e "oing 0stuff1.

How Your People Will Benefit From this Hands !n " #ay Program
8ain a deeper understanding of the roles and responsibilities of being an effective territory manager. 'evelop an effective territory plan to invest more time with high"potential customers and prospective customers.

Session 3
( +etting the most from 2)M systems su h as A2T$ or Outloo/ to better manage your ustomers$ opportunities an" your time territory. ( Organising yourself$ your ar an" your offi e. Dis o!er ho# to /eep your files$ email an" systems in or"er by learning these ne# an" effe ti!e personal organisation strategies. ( Managing interruptions 0on the roa"1. 3olutions for staying on tra / #hen the "ay gets busy.

'iscover how to develop and then implement a monthly, weekly and daily territory plan.

Session 4 MASTER SESSION

( Customer & Territory Profiling &o# to "e!elop a po#erful ustomer profiling system that enables you to i"entify the prospe ts an" ustomers #ith the greatest urrent an" future sales an" relationship opportunities ( M ster Territory Pl nning 4efore ompleting this program$ you #ill reate a Master 5lan base" on e!erything you ha!e "is o!ere". 6ea!e #ith a omplete strategy for ta/ing your territory to an entirely ne# le!el of sales su ess.

9earn how to manage and reduce distractions and interruptions while on 0the road1. Apply a series of powerful territory management strategies to produce better sales results each day, week and month.

:ngage in a facilitated 05aster 3lass1 that focuses your sales people and account managers on pinpointing greater business and sales opportunities with their existing territories.

Whats Included with this Training

4t,s important to have your sales people walk away with a range of resources and material to reinforce what they have learnt at the training. :ach participant receives a range of )uality training resources to take away a use for weeks and months after the training. 4n addition to the on"line e3oaching, these additional tools will help them to think about and use their newfound territory management skills on a daily basis.
M%M!'Y )&'#( %-T%+($.% T'&$+$+, M&+*&/ All participants will receive a professionally produced, detailed training and reference manual. This manual is customised, based on our pre"coaching surveys and interviews. The manual includes lessons, case studies, diagrams and a large reference section. All participants receive a set of 0memory cards1 to keep in their diaries or on their desks or in their diaries. These reference cards are a highly sought" after item at all of our programs as they reiterates the critical steps in using these territory management skills. eB!!0( All participants will receive a selection of the world,s best selling ebooks in electronic format. These books are an excellent resource to read and study straight from a laptop or 3omputer.

WH$T% P&P%'( & )&(% (T*#$%( All participants will gain access ;by special user name and password< to a special reference vault containing numerous territory management reports, white papers and additional reference sales material. &*#$! )!&)H$+, P'!,'&M :ach participant receives audio content containing the highlights of the seminar, including additional strategies, ideas and concepts to keep the information and lessons fresh.

e)oaching *articipant receives = 5onths of territory e3oaching subscription to reinforce their new skills and habits.

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To learn more about our other programs, visit: www.success.net.au