Territory Development

The transition from top salesperson to sales manager means planning how the business will grow and developing programs to achieve financial success.

In many organizations, sales managers found their success in being top salespeople, not in being sales leaders. As salespeople, their primary focus was on selling products and services to clients. As sales managers, their focus is on achieving results through other people, being connected to the organization’s financial and strategic goals, and monitoring progress toward these goals. The transition from top salesperson to sales manager means planning how the business will grow and developing programs to achieve financial success.

Your employees may need these skills if:

• Sales goals lack focus and clarity.
• Leaders are spending large percentages of time on activities of low sales value.
• Sales plans are slim and unrealistic.
• The structure of the salesforce does not match the goals and strategy of the organization.
• Sales calls frequently miss their objectives and are rarely followed up.

Program Outcomes:

• Recognize the amounts of time to be spent on sales activities that bring the greatest chance of closing sales.
• Clarify what is expected of a sales manager to reach success.
• Use the planning process to structure markets, territories, key accounts and revenue goals.
• Ensure each sales call has a specific purpose and call tracking occurs.
• Forecast sales realistically.