Time, Territory and Account Management

To be effective, salespeople must understand what their territory is, and then how to best manage their time and their accounts profitably. This program will provide salespeople of all levels with proven time, territory and account management skills. Salespeople will learn how to maximize their selling time each week, and how to become more productive when selling.

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Program Length: One Half Day

Major Topics:

  • Defining Your Territory
  • Ranking Your Customers and Prospects
  • Working Your Sales Funnel
  • Plan Your Work; Work Your Plan
  • Your Sales Tool Kit
  • Managing Your Prospects
  • The Time Mastery Profile®
  • Time Management Checklist
  • Territory Management Checklist
  • Using Your Selling Time Wisely
  • Investing in Self Improvement
  • What is Your Time Worth?
Benefits To The Organization:
  • Help participants understand their territory and the importance of time and account management
  • Increase sales by focusing on high leverage accounts
  • Maintain and protect established accounts
Benefits To The Individual:
  • Maximize selling time each week
  • Learn personal strengths and development needs regarding time management
  • Identify key accounts to spend time on
  • Focus on the most important accounts
  • Enhance sales productivity

 

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Participant Comments

"I learned a lot about how well I use my time now. As I result I plan to spend more time with the customer, face-to-face in order to increase my sales."

"I've wasted a lot of time in the past on administrative types of things. That has cost me sales, I know. I wish I'd had this course earlier!"

"I really liked the profile and all the checklists you provided. Thanks!"