Teritory Management

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