Sales Planning & Territory Management

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Introduction to Sales Planning and Territory Management

Despite the field sales force being a major revenue driver, most companies still operate with unbalanced sales territories. Over 40% of field sales staff have either too little or too much work, and on average, spend 20% or more of their time travelling.

Poorly aligned sales territories, visiting the wrong customers, and/or having a sales team with skills that don’t always suit the product or service offered, can cost anything from 2.5% to 10% in missed sales each year. That can be a huge loss of revenue.

It is therefore vital to establish the right workload and sales potential for each sales person and correctly allocate territories based on the right geography. This course is designed to address these issues and improve sales force productivity.

On successful completion of the course participants will be able to:

  • Stretch the selling day and spend more time with your customers.
  • Plan effectively and avoid losing sales to better organised competitors.
  • Sell more, earn more and accomplish more through sales territory management.
  • Set goals and priorities to maximize your selling effectiveness.
  • Increase selling time by minimizing distractions and procrastination.
  • Strike a balance between personal and professional goals.
  • Control your territory with strategies that help you value accounts, penetrate accounts and maximize coverage.

Course Content


  • Specifying Accounts and Prospects.
  • How to prioritise and categorise accounts and prospects.
  • Determining the Accounts and Prospects which have the most potential Workload analysis – territory optimisation and planning.
  • Plotting geographic distribution and route planning.
  • Setting the visit and call schedule be for each account, prospect or category.
  • Setting up a prospecting system using Microsoft Outlook®.
  • Time management.
  • Determining sales objectives.
  • Developing sales strategies and activity plans.
  • Sales coaching and skills development.

Training Method

The program is designed to enhance learning through group and individual cases and exercises.

There are a number of opportunities to practice techniques and evaluate skill levels. In addition the course leaders specialist knowledge and guidance are available in all sessions.

The program will be supported with a complete set of workbooks, handouts and reference material.


The course will have a maximum of 20 people who will be selected based on the type of business they are in and their job role to ensure a thorough mix of industries, ideas and experience.

Who should attend?

This programme is designed for all those who have an influence over the sales function


Course Leader: Bill Levell

His hugely successful career includes appointments for marketing and sales in a wide variety of markets at senior Board and management level (UK and overseas.)

Clients regard him as a visionary thinker and a vital catalyst in the development of their strategic plans and practical implementation of sales and negotiation techniques.

Highly experienced in all aspects of Strategic Development, Management, and Advanced Negotiation. He has developed his own planning and analysis tools, which are now a standard part of the sales and marketing curriculum’s and utilised by blue chip companies’ world wide to automate the decision-making process and create effective plans.

Bill loves sharing his experiences and is a Senior member of the Chartered Institute of Marketing’s Faculty having been a course director for 15 years.

Career Experience

  • Managing Director – £150m Multi-product Manufacturing/Trading company
  • Marketing & Sales Director – Industrial/Speciality chemicals
  • Product Group Manager – Pharmaceutical/Toiletries & 4 brands
  • Regional Sales Manager – Pharmaceuticals/Toiletries
  • Product Marketing Manager – Pharmaceuticals/Toiletries
  • Sales Representative – Pharmaceuticals/Toiletries

Additional Information

Whilst the foregoing information is pertinent, his current experience in running and managing businesses for clients, training and advising their people is much more relevant.

His reputation is founded on a combination of very practical experience and visionary thinking outside of current business boundaries and spanning many markets and industries. He has experience in assisting with the development of creative opportunities for businesses and is regarded as an important catalyst in strategic management thinking.

He is well known for his design and implementation of process consultancy and training programmes, which are both highly practical and stimulating. His wide experience and ability to relate to many situations across a range of markets make his contributions invaluable and easily assimilated.