Workshop / W13

Sales Territory Management

Build smarter territories through segmentation, territory analysis and practical action planning.

Discuss this workshop

Who it's for

Sales professionals, territory managers and sales leaders responsible for customer coverage, call planning and territory performance.

The challenge

Sales opportunities and workloads are not always evenly distributed. A structured territory plan helps teams prioritize customers, plan coverage and adjust their approach using performance data.

What participants will learn

  1. 01 / 06

    Understand the strategic role of territory management in sales performance.

  2. 02 / 06

    Analyze territories using practical, data-driven approaches.

  3. 03 / 06

    Balance workload and opportunity for stronger productivity.

  4. 04 / 06

    Apply effective segmentation and targeting models.

  5. 05 / 06

    Develop actionable territory plans that improve coverage, frequency and efficiency.

  6. 06 / 06

    Monitor results and adjust territory strategies based on performance.

Inside the workshop

Ideas meet
action.

The topics

  1. 01

    Role of territory management

  2. 02

    Segmentation & targeting

  3. 03

    Territory mapping & analysis

  4. 04

    Call planning & frequency

  5. 05

    Territory action planning

  6. 06

    Monitoring & adjustment

The practice

  1. 01
    Put it into practice

    Hands-on activities and practical exercises tailored to your products, territories and customer segments.

  2. 02
    Put it into practice

    Knowledge quizzes using a virtual application.

  3. 03
    Put it into practice

    Daily competitions to reinforce learning.

Back to all workshops

Keep exploring

Connected learning.

11

Customer Engagement

Key Account Management

Explore a 10-step strategic account-management module through customer profiling, account strategy, selling techniques and a practical case study.

Explore workshop

Key-account planning complements customer segmentation and territory coverage.

Funnel analysis helps prioritize opportunities within a territory.

What could your
people do next?

Discuss your team's needs