Time and Territory Management
The only #1 training course to help salespeople unlock the secrets to efficient time and territory management. Boost your productivity, meet more customers, and close more sales.
Did you know that only 28% of sales reps have a dedicated territory management system in place, and less than 30% of a typical sales rep’s time is focused on selling? That leaves 70% of a salesperson’s week doing everything else but not selling!
If you are like the majority of salespeople who struggle to manage their time because their days are filled with unpredictable tasks, constant interruptions, and competing priorities, this training program is for you.
You see, effectively managing your time within your sales territory is crucial for your sales success. When you are organised and in control of your time and the customers and prospects in your territory, you’ll be able to focus more of your time on high-impact customer-focused activities, meet your sales targets, and build stronger customer relationships. If you’re ready to master your time management and boost your productivity, you’re going to love what you’ll learn during the Time and Territory Management training.
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Learn how to become an expert at managing your time, daily priorities, customer calls, and even your inbox while you hit your monthly sales targets.
Do you and your sales colleagues feel like there is never enough time to get everything done in your day? Are you being constantly interrupted with email or phone calls while trying to meet your customers, drive across town, conduct sales calls, and close sales?
If you’re frustrated because you’re spending too much time in the office and not enough time on the road meeting customers and prospects, this time and territory management training program is for you.
Imagine being able to easily manage your time, tasks, priorities, emails, phone calls, interruptions, as well as your customers (and prospects) within your sales territory. This training will show you how!
- Discover how to take complete control of your sales territory.
- Learn how to invest more time in front of your customers and prospects and less time in the office.
- Develop a foolproof time management system for planning your week and each day to get more done and be more effective.
- Understand how to reduce distractions and increase your focus, even on the busiest days.
The One-Day Time & Territory Management© Course Outline
This one-day Time and Territory Management program is perfect for small, medium, or large sales teams. The training can be conducted at your offices, as part of your next sales conference, live online (for national sales teams), or self-paced as an online training program. Take a few moments to learn everything that you and your colleagues will learn during this training below.
TAKE THIS TRAINING ONLINE (SELF-PACED), LIVE VIA ZOOM, OR AS AN INHOUSE TRAINING COURSE
Session 01: What Makes an Effective
Territory Manager/Account Manager?
- Lesson 1. Definitions: What’s the difference between account managers, territory reps, business development managers, and salespeople?
- Lesson 2. Why your sales role is critical in a sales-based organisation.
- Lesson 3. What is expected of you in your role?
Session 02: Analysing the Effectiveness of Your
Current Time and Territory Management Methods.
- Lesson 1. Take the time and territory management assessment. How do your current skills compare to the best sales reps?
- Lesson 2. You need to know what really frustrates your sales manager.
- Lesson 3. What you’ll need to do differently to be a highly effective sales rep/territory/account manager.
Session 03. The Only 3 Ways to Increase Your Sales Success Within Your Sales Territory
- Lesson 01. There are only 3 ways to increase your sales within your sales territory. Account & territory management is about working on all 3!
- Lesson 02. What do you need to do more of to achieve your monthly sales targets?
Session 04: How to Develop the Sales and
Territory Management Habits Necessary for
Achieving a Higher Level of Personal
and Professional Control.
- Lesson 01. Change and improvement is not easy. Most sales professionals know they need to change and improve their skills, but they never do. How not to be
like the others? - Lesson 02. The 6 laws of personal and professional growth.
- Lesson 03. How to apply the skills and frameworks you are about to learn to give you the best chance of success.
Session 05: The Power of Planning
- Lesson 01. Discovering the 4 types of sales plans you must understand and implement to master your time and sales territory.
- Lesson 02. Why is planning one of the cornerstones of effective territory management and why you must start every month, week, and each day with a plan?
- Lesson 03. The 6 big questions (and answers) about weekly and daily territory planning.
- Lesson 04. Why you must plan your week (and each day) before doing anything else.
- Lesson 05. Creating your 5-step weekly territory plan every Monday morning.
- Lesson 06. Applying the 5-step daily plan before you start your day.
Session 06: Managing Your Day With a Central Control System
- Lesson 01. What is a Central Control System and why do you need one as an effective account manager?
- Lesson 02. Should you use paper or an electronic system? Advice on which systems and methods work best.
- Lesson 03. Why you need two “task lists” to manage your time and your territory and what that looks like.
Session 07: The Secret of Getting Things Done: TRIAGE
- Lesson 01. Now you’re using a to-do list; what comes next?
- Lesson 02. Knowing what tasks to do first and what you can leave until later. Applying Triage to your tasks.
- Lesson 03. How to always know what are your highest and lowest priorities for the day using the 4C method.
Session 08: Maximising Your Time and Energy on the Road
- Lesson 01. Not every hour of your working day is equal. How circadian rhythms impact the way you manage your time, territory, and customers.
- Lesson 02. Map your circadian rhythm. When do you have more energy and focus?
- Lesson 03. What sales activities should you be doing at different times throughout the day?
Session 09: Managing Your Email, Text Messages, and Interruptions
- Lesson 01. Why incoming and outgoing email, texts, and interruptions must be managed effectively if you are to master your time and sales territory.
- Lesson 02. A foolproof way to check and respond to incoming email a maximum of six times a day.
- Lesson 03. How to use the 6D email management method and other critical email management methods when you’re on the road or in the office.
Session 10: The Secrets of Day Mapping to Spend More Time on the Road.
- Lesson 01. Not every day of the week is equal. What days of the week are usually more productive and less productive?
- Lesson 02. How to use ‘Day Mapping’. What sales and non-sales activities should you be doing at different times throughout the day and week? How to structure your day to get accomplished in less time.
Session 11: Managing Your Customer Relationships
- Lesson 01. Not every customer (and prospect) is equal, and why you need to divide your customers into 4 territory categories.
- Lesson 02. How to identify your customers and prospects using the categories:
- Turtles
- Camels
- Eagles
- Tigers
- Lesson 03. Which of these customer categories should you be investing more or less time with to get the best return on your time investment?
- Lesson 04. Specific strategies for managing each customer category.
Session 12: Mapping Your Sales Territory & Call Cycles
- Lesson 01. Why is it important to maximise your time by evaluating or changing your customer and prospect call cycles?
- Lesson 02. How often should you be calling and meeting customers throughout your territory? What are typical territory call cycles?
- Lesson 03. Reviewing your sales territory calling patterns. Which one would be best for your territory?
- The Straight Line territory call plan
- The Cloverleaf territory call plan
- The City territory call plan
Session 13: Organising Your Vehicle
- Lesson 01. Your vehicle is your mobile office, and that’s why it’s important to always keep it organised and functional.
- Lesson 02. Arranging what’s inside your vehicle using your car or van’s three triage zones.
- Lesson 03. Productivity ideas for your vehicle.
Session 14: Tools and Templates to Help Maximise the Way You Manage Your Time and Territory
- Lesson 01. Introducing the customer focus matrix. Where will you get the greatest return on your time and territory investment over the coming months?
- Lesson 02. Product and service focus matrix. What products and services do you sell, and based upon the market, where should you be investing more of your time?
Session 15: Conclusion
- Lesson 01. Final thoughts, ideas, and suggestions. How to put everything you’ve learned from this training into practice.
- Lesson 02. What to do if you need some additional help and assistance.
Session 16: Print Your Certificate
- Download and print your personalised certificate.
Learn Some Brilliant Sales and Time Management Skills Here.
Mastering time and territory management is key for Australian salespeople navigating vast and diverse markets. Focus on understanding your territory, prioritising high-potential clients, and using technology to streamline tasks. Regularly assess and adjust your strategies to stay effective in a dynamic market, ensuring you work smarter to achieve your sales goals.
In any sales-based organisation, the importance of the sales role cannot be overstated. Sales professionals are the driving force behind revenue generation, customer acquisition, and business growth. Understanding the impact of your role and how it contributes to the overall success of the company is essential for maximising your effectiveness and achieving your career goals.
Effective time management isn’t just a skill—it’s the foundation for building strong client relationships, increasing sales, and achieving your targets. In this blog, we’ll dive into the role of time management in balancing multiple territories in Australia, and why mastering this will set you apart from the competition.
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For over 27 years, we’ve been training and developing thousands of organisations across Australia just like these clients.
Would you like us to help your salespeople improve, develop and grow their cold calling and sales skills this year, too?
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Frequently Asked Questions
Here is a list of some of the most common questions we get asked about this course. Feel free to email us if you have
other questions that aren’t listed here. We will respond to you within several hours of receiving your message.
This course has been designed specifically for Australian and New Zealand salespeople, account managers, territory representatives, business development managers, and anyone in an internal sales role.
If this training has been delivered at your premises, all for a sales conference, the full course takes one day, although it can be delivered in an express version over half a day (If you only have that time available).
The self-paced, online version takes around five hours to complete. You can take the online version at your own pace, fitting in perfectly with the busy sales professionals workload.
Yes.
Every sales team not only sells different products and services but operates differently. We will work with your sales leadership team to learn about your business, how you’re currently doing things, what you’d like to improve, and then tailor a program for your sales team.
As you can appreciate, there are many variables when putting together and delivering a training program for your salespeople. We promise that you will receive the best value for money training available in Australia.
To learn about specific discounts or pricing, please call or email, so we can have a conversation and learn more.
Everything is included with this training program, including professional workbooks, posters, templates, memory cards, along with a 12-week coaching program.
Absolutely!
We’ll even go one better and offer a live, 30-minute training session, covering some of the content free charge. This will give you an opportunity to see how we deliver training, the quality of the content and usefulness of the learning, and how this would help your salespeople. Email or call us to learn more about how we can make this happen.
Yes. Our 100% peace of mind, money-back guarantee is easy and simple. If by the end of morning tea, you or your people don’t feel that you are learning new skills, or what you’re learning is not applicable to your business or salespeople, you can cancel the training. There is nothing to pay.
Just as a side note, we’ve been delivering this training to salespeople over the last 27 years. We’ve never been asked for a refund. We offer it for your total piece of mind.
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