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Sales Territory & Planning

A practical Business Nous course in the Sell More track.

8 sessions84 lessons3 hours of study Written lessonsWorkbook includedCertificate

What you'll learn

  • Introduction: Quantity, Direction & Quality of Sales
  • Step 1: Sales Territory Analysis
  • Step 2: Customer Potential Analysis & Scoring
  • Step 3: Strategic Territory Objective
  • Exercises & tools

Course content

8 sessions · 84 lessons · ~3 hours · first 2 lessons free

▶Day 13 lessons
  • ▶What this module coversFree4 min
  • ▶Activity: Circles of influence and ConcernFree4 min
  • ▶Exercise: Throw the dice6 min
▶Introduction: Quantity, Direction & Quality of Sales6 lessons
  • ▶Step1: Territory Analysis2 min
  • ▶Competition Analysis6 min
  • ▶How to find information on competition?2 min
  • ▶Territory potential2 min
  • ▶Territory SWOT Analysis6 min
  • ▶Activity: SWOT analysis2 min
▶Step 1: Sales Territory Analysis7 lessons
  • ▶Step 2: Customer Potential Analysis & Scoring3 min
  • ▶The Pareto principle – 80%- 20% Rule3 min
  • ▶Closer to the money2 min
  • ▶Activity: Closer to the money3 min
  • ▶Beware of the “BIG TRAP”4 min
  • ▶Activity: What makes a customer ‘Attractive’?2 min
  • ▶So what is real customer potential?10 min
▶Step 2: Customer Potential Analysis & Scoring2 lessons
  • ▶Keeping your eyes on your goal5 min
  • ▶Make sure your goals are SMART2 min
▶Day 24 lessons
  • ▶Routing Patterns2 min
  • ▶Guidelines for efficient and effective routing plans3 min
  • ▶Planning to accumulate effort across your territory2 min
  • ▶Using sales territory routing software2 min
▶Step 3: Strategic Territory Objective4 lessons
  • ▶What should I be evaluating?2 min
  • ▶Taking corrective action2 min
  • ▶Beware of the common sales activity time traps2 min
  • ▶Tools for rating your customers2 min
▶Part 748 lessons
  • ▶Overview4 min
  • ▶Student Workbook2 min
  • ▶Quantity, Direction & Quality of Sales2 min
  • ▶Circles of Influence & Concern2 min
  • ▶As professional distribution field sales people, we need to2 min
  • ▶Being Efficient & Effective2 min
  • ▶So why bother with competition analysis?2 min
  • ▶Competitor Strategy & Objectives2 min
  • ▶Make yourself familiar with what they are doing by constantly2 min
  • ▶Comparing Products & Services2 min
  • ▶Competitor’s Capabilities2 min
  • ▶This clarity and knowledge can empower you to make certain decisions2 min
  • ▶Using your SWOT analysis template, individually complete an2 min
  • ▶Customer Potential Analysis & Scoring2 min
  • ▶Key customer potential concepts2 min
  • ▶Make the point: Allowing yourself to become reactive to customer2 min
  • ▶Another principle to look at when prioritizing your sales activity with2 min
  • ▶Activity: Which is closer to the money?2 min
  • ▶Send products literature to a new customer2 min
  • ▶Real customer potential consists of two main components2 min
  • ▶The more accurately we can gauge those two main components of2 min
  • ▶What we mean by partnerability here is the subjective qualitative2 min
  • ▶Has there been any past issues/problems, did the customer2 min
  • ▶Real customer potential is a Ratio of two numbers2 min
  • ▶Recap2 min
  • ▶Strategic Territory Objective2 min
  • ▶Setting a strategic goal / Objective for2 min
  • ▶Specific2 min
  • ▶Territory Routing & Coverage Management2 min
  • ▶What is sales territory routing?2 min
  • ▶A properly designed territory routing system has three primary2 min
  • ▶Cloverleaf2 min
  • ▶The salesperson starts at the farthest point from the base and2 min
  • ▶Guidelines for efficient and effective2 min
  • ▶When choosing a route using the Largest Angle Heuristic, always travel2 min
  • ▶When choosing a route using the Closest Next Heuristic, always travel2 min
  • ▶Ensuring you are working both efficiently and effectively with the right2 min
  • ▶Step 1: Identify all existing customers in your territory2 min
  • ▶Step 4: Establish the contact frequency for each customer with more2 min
  • ▶Blocking your territory means plotting the geographical locations of2 min
  • ▶Using Sales Territory Software2 min
  • ▶Measuring and evaluating2 min
  • ▶Your evaluation should be appropriate: By appropriate we2 min
  • ▶Your evaluation should be meaningful: You should only2 min
  • ▶Your evaluation should be timely: Avoid short term orientation2 min
  • ▶Taking corrective action does not necessarily mean abandoning current2 min
  • ▶The following are steps for creating and implementing a corrective2 min
  • ▶Personal Action plan2 min
▶Exercises & tools10 lessons
  • ▶Set up2 min
  • ▶What's the point from this activity?2 min
  • ▶Pull-through sales by customer service2 min
  • ▶International competitors with low labor costs2 min
  • ▶Weaknesses2 min
  • ▶Threats2 min
  • ▶Strengths2 min
  • ▶Strategic2 min
  • ▶Tactical2 min
  • ▶C - Plan efficient routes for territory coverage2 min

About this course

A practical Business Nous course in the Sell More track.

Every lesson is written out in full — this is the complete course, not a summary. You read it, watch the narrated video, and do the exercise against your own business. The workbook is yours to download, print and keep. Finish the lessons and you earn a Business Nous certificate.

Who it's for

Small business owners, managers and ambitious employees who want practical know-how rather than academic theory. No prior study is needed — start where you are and work at your own pace.

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