The Sales Territory Planning Workshop

Empower your sales team to build strategic business plans and tackle the sales targets you’ve set for them.

This customizable Sales Territory Planning Workshop will give your sales reps the tools they need to build their own sales plans—and execute them successfully to meet and exceed their sales targets.

Participants will use their own accounts and territories to develop an action plan with detailed objectives. They’ll identify the activities they need to execute on a daily, weekly, and monthly basis to reach their sales quota—and the time management skills needed to keep them on track.

Who is This Program Intended For?

The Sales Territory Planning Workshop is designed for any member of a sales team (sales rep, sales manager, sales leader, etc) looking to manage their time more efficiently and profitably with action plans to meet their sales goals.

Your sales professionals will develop a sales action plan by focusing on 3 areas of business

Target Accounts

Target Accounts

Identify accounts belonging to competitors and develop action plans to win them

Growth Accounts

Growth Accounts

Determine exactly how to grow high-potential accounts

Key Accounts

Key Accounts

Build action plans to increase revenue from already top-producing accounts

Program Benefits

Clarity of goals from company strategy to individual daily activities

Improved time management and efficiency

Increased revenue from high-potential and top-producing accounts

Improved communication between sales management and sales reps

Better sales revenue prediction and sales forecasting accuracy

Easy integration of territory plans into your CRM, salesforce automation, and operational tools

Better market penetration and differentiation from competition

What’s included in the Sales Territory Planning Workshop?

  • Two days of practical, easy to implement sales territory planning strategies presented by one of our expert sales effectiveness trainers
  • Course exercises for identifying specific goals for each account segment
  • The Territory Planning Tool to develop action plans for future sales targets (In both digital and hard copy)
  • The Sales Territory Planning workbook
  • Four monthly follow-up sessions with a sales effectiveness coach to reinforce and provide further training with real accounts

Sales Territory Planning Workshop Overview

Day 1

Define Account Categories

  • Elements of Your Sales Territory Plan
  • Pursuing the Right Accounts
  • Identifying Goals
  • Setting Objectives
  • Developing Strategies for Your Territory Plan
Day 2

Develop Your Territory Plan

  • Identifying High-Gain Activities
  • Determining Metrics that Matter
  • Completing Your Sales Territory Plan
  • Identifying Next Steps for Execution
*Full agenda details included in Info Packet, request below.

Give your sales reps a plan--and the confidence--to meet and exceed the targets you’ve set for them with the Sales Territory Planning Workshop

"Our own internal team here at The Brooks Group just had our 2019 Sales Territory Planning Workshop with the sales team. Even we, who know the value of planning, struggle with finding the time. Frankly, there never seems to be a good time to take your sellers out of the field. But as Alan Lakein, the well-known author on personal time management says, 'Planning is bringing the future into the present so that you can do something about it now.' Because of the planning we’re doing now, we will have a tremendous running head start into 2019, and that is the benefit of this program."

—Anita Greenland, Vice President of Sales, The Brooks Group

"This two day workshop helped not only build valuable skills and discipline around structuring and executing a sales territory plan, but also helped with the change management and planning process going into the new set of financial quarters. Within months that followed this workshop, territory planning skills and focus gained in the workshop produced consistent results. We have attained a level of predictability for the longer term forecasting, putting the sales organization in a position where we can clearly measure success and identify corrective steps much earlier in the sales process."

—Toni Skokovic, Vice President, Operations, iNTERFACEWARE

Frequently Asked Questions

Will sales professionals work with their own accounts?
Yes. Your salespeople will bring a list of their current clients and prospects to create a strategy and detailed sales territory plan that they can execute on as soon as the training is complete.

Will participants work individually or in groups?
The Sales Territory Planning workshop is delivered by one of The Brooks Group’s expert facilitators, and includes a mix of individual and group work. Participants will have opportunities to collaborate with one another, brainstorming ideas and sharing best practices that each can incorporate into their individual business plan.

Do participants need to be previously trained with the IMPACT Selling process?
No. While it is advised that participants execute their business plan using the steps of the IMPACT sales process, it is not a required pre-requisite.

Ready to help your sales reps build a high-performing territory plan? A representative from The Brooks Group can help get you started.