Translate policy on sales territory management into procedures that hold up under day-to-day pressure.
Building Strategies to Manage Geographic Sales Territories
A concise, decision-focused programme covering sales territory management end to end.
📍 Tunis🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Most disappointing results in sales territory management trace back to an audience defined too broadly. Attribution in the wider marketing and commercial practice agenda is imperfect; that is not a reason to stop measuring it. Participants leave with a method for this part of marketing and commercial practice, not a set of opinions about it. The difficulty is not agreeing that sales territory management matters — it is deciding what to stop doing to make room for it. It is pitched for practitioners with responsibility for the marketing and commercial practice discipline, not for observers of it. They acquire practical criteria for judging when the practice within marketing and commercial practice is working and when it is only appearing to. Benchmarking exercises repeatedly place sales territory management among the areas with the widest performance spread. Cases are chosen to expose the trade-offs in this strand of marketing and commercial practice rather than to illustrate ideal conditions. It ends with a prioritised list of changes to this area of marketing and commercial practice that the participant is prepared to defend internally.
Expected Learning Outcomes
Review contracts and agreements for the obligations they create around sales territory management.
Build the content that moves a buyer through sales territory management rather than merely informing them.
Set measurable objectives for sales territory management tied to revenue rather than reach.
Test creative and messaging on sales territory management before committing budget.
Assign clear ownership for each element of sales territory management across the functions involved.
Design the customer journey for sales territory management across the touchpoints that actually influence the decision.
Who Should Attend
Agency and consultancy staff supporting clients on sales territory management.
Product managers whose proposition depends on sales territory management.
Quality staff verifying that sales territory management performs as designed.
Brand and communications specialists shaping sales territory management.
Sales managers leading teams that deliver sales territory management.
Managers with direct responsibility for sales territory management within the commercial team.
Course Modules
Sales territory management: measurement, attribution and honest reporting
2 sessions · 8 pointsSession 1The hard cases in sales territory management and how to reason about them
- Define the handover point between marketing and sales in sales territory management.
- Decide what will be stopped to create capacity for sales territory management.
- Structure pricing for sales territory management against perceived value.
- Define acceptance criteria for sales territory management in advance.
Session 2Measuring sales territory management when attribution is imperfect
- Establish what evidence demonstrates sales territory management is under control.
- Rank the weaknesses in sales territory management by consequence rather than by ease of fixing.
- Build the content that answers the buyer's real question about sales territory management.
- Rehearse the briefing on sales territory management that would follow an incident.
Sales territory management: channels, content and creative
2 sessions · 8 pointsSession 1Choosing channels for sales territory management on evidence
- Set out the decisions in sales territory management that require sign-off and by whom.
- Set escalation thresholds for sales territory management that work out of hours.
- Agree the attribution model for sales territory management and state its known limits.
- Test creative for sales territory management at small scale before full commitment.
Session 2The handover between marketing and sales in sales territory management
- Script the three most common objections in sales territory management and the responses.
- Select channels for sales territory management based on evidence, then cut the rest.
- Prepare the summary of sales territory management that senior management will read.
- Estimate the resource sales territory management requires to run as designed.
Sales territory management: audience definition and segmentation
2 sessions · 8 pointsSession 1What to measure in sales territory management and what to ignore
- Measure lifetime value from sales territory management, not just first purchase.
- Identify single points of dependency in sales territory management and reduce them.
- Set the discount authority for sales territory management and require justification.
- Agree what will be standardised in sales territory management and what will not.
Session 2Pricing sales territory management on value rather than cost
- Benchmark the organisation's sales territory management against comparable operations.
- Write the positioning claim for sales territory management and test whether a competitor could say it too.
- Remove steps in sales territory management that add effort without adding assurance.
- Collect evidence on the present handling of sales territory management before proposing changes.
Sales territory management: positioning and the honest claim
2 sessions · 8 pointsSession 1Moving sales territory management from approval to execution
- Build the competence framework that supports sales territory management.
- Design the retention action triggered when a customer of sales territory management goes quiet.
- Review whether short-term tactics on sales territory management are damaging the brand.
- Plan the sequence in which improvements to sales territory management will be introduced.
Session 2Qualifying out of sales territory management early and without guilt
- Document the sales process for sales territory management so a new joiner can follow it.
- Describe the buyer for sales territory management specifically enough to name who is excluded.
- Set objectives for sales territory management in revenue terms with a timeframe.
- Choose the next segment for sales territory management and state why it is next.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Gold Package
At least 3 people
USD1,850
- 5-night stay in a 5-star hotel
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.