bbc203a3_ales___Training_Programs___3GS__izing_the_Territory_Assignment
[Program Name] Course Overview
Module 1 Why plan and what’s the payback? Introduce the Planning Framework of Assess, Strategy and Plan Market trends across the territory Business pressures and opportunities Identifying what this means to the sales team Current business snapshot Territory portfolio analysis Market share Business performance Partner strategy (as applicable) Competitive mapping Using the Competitive Mapping tool Module 2 Strategic SWOT analysis Current business opportunities Account segmentation Partner planning Partner assessment Leveraging existing relationships Identifying and developing new partners Territory yield planning Module 3 Leveraging strengths and mitigating threats Territory development strategy Selecting investment targets Identifying areas for pursuit Module 4 Setting goals and action plans Pursuit planning Goals to achieve development objective Key activities Rank and priority Resources required Critical dates Dependencies Revenue plan Module 5 Share best practices between participants Leverage best practices from across the organization Reinforce overall territory planning process Review and specific areas of challenge Keys to implementation success Develop personal implementation plans
Maximizing the Territory Assignment | Sales | Training Programs | 3GS
Maximizing the Territory Assignment