Territory Management includes approaches from Account Management and Building a Strategy and applies them specifically to the context of effectively building and managing a territory. Participants will learn to identify trends across the territory, leverage strengths, mitigate threats, assess goals and create action plans.

Territory Management consists of a series of four Integrated Learning modules:

• Module 1: Assessment

Complete the assessment phase of the territory plan.

• Module 2: Strategy

Complete the strategy phase of the territory plan.

• Module 3: Investment Targets and New Pursuit Opportunities

Complete the targeting phase of the territory plan.

• Module 4: Strategy into Action

Complete the action planning phase of the territory plan.

Once the program is completed the participants will be able to:

• Improve prioritization and segmentation
• Gain increased understanding of a specific territory to develop superior strategy and focus
• Develop specific plans for the successful short-term and long-term development of a territory
• Craft superior partner strategies and relationships
• Gain a better understanding of the competitive landscape
• Develop prioritized target accounts
• Increase forecast accuracy and improve resource utilization text