Sales Territory and Account Management

Course Overview

Most teams learn Sales Territory and Account Management the expensive way, through mistakes. This course offers the shortcut. This intensive 5-day course combines proven frameworks with hands-on exercises, giving delegates practical tools they can apply immediately. Every delegate returns to work with practical techniques, templates and a clear implementation plan.

What You Will Achieve

• Explain the core principles and current good practice in Sales Territory and Account Management
• Apply practical tools and techniques for Sales Territory and Account Management in your own organisation
• Analyse real-world scenarios and select the right approach with confidence
• Avoid the common pitfalls that undermine Sales Territory and Account 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. 01Foundations of Sales Territory and Account Management: principles, terminology and context
2. 02The business case: why Sales Territory and Account Management matters to performance
3. 03Core tools, frameworks and methods
4. 04Applying the tools: guided case study and exercises
5. 05Common pitfalls and how experienced practitioners avoid them
6. 06Working with stakeholders: communication and influence
7. 07Measuring results and continuous improvement
8. 08Personal action planning and course review