Field Sales and Territory Management

Course Overview

Field Sales and Territory Management has become a defining capability for organisations that want to compete and grow. In 5 days of structured sessions, delegates test the tools against cases from their own industries and leave nothing untried. The final afternoon is spent turning the week's material into each delegate's own 90-day plan.

What You Will Achieve

• Explain the core principles and current good practice in Field Sales and Territory Management
• Apply practical tools and techniques for Field Sales and Territory Management in your own organisation
• Analyse real-world scenarios and select the right approach with confidence
• Avoid the common pitfalls that undermine Field Sales and Territory Management in practice
• Build a personal action plan to implement what you have learned

Who Should Attend

Directors, senior managers, heads of department, team leaders and high-potential professionals preparing for greater leadership responsibility.

Course Outline

1. 01Setting the scene: Field Sales and Territory Management in today's organisation
2. 02Key concepts and the language of Field Sales and Territory Management
3. 03Frameworks and good practice that deliver results
4. 04Hands-on application: workshop exercises and cases
5. 05Problem-solving clinic: participants' real challenges
6. 06Integrating Field Sales and Territory Management with day-to-day operations
7. 07Reporting, metrics and demonstrating value
8. 08Action planning: your first 90 days after the course