Typically, industry is busily equipping territory managers with electronic territory management systems (ETMS). Unfortunately, often lacking is the guidance or planning processes necessary to get the full benefit from these tools.

 

Whether an ETMS is used or not, it is vital to have a territory business planning process which will cater for all levels of representative experience and which will help maximise territory sales based upon local territory potential variation.

 

The idea of territory planning is to proactively plan activity where the potential is and where historical activity has successfully generated sales growth.

 

The territory business planning process is designed to introduce, demonstrate and train territory managers to use a recognisable, uniform, and logical business planning process, and provide a consistent series of headings for the territory tactical business plan document.

 

Use of a PC simulation model to further support territory manager understanding and implementation is an option.

 

The Territory Business Planning process:

• Analyses historical sales results based upon potential and activity

• Identifies zonal strategies - “Growth”, “Maintenance”, or “Problem” zones

• Develops proactive action plans focused on different zonal strategies

• Creates a cycle route plan based on “driving the diary rather than letting the diary drive you

• Rationalises budget allocation decisions

• Ensures uniformity and consistency of plan contents across different Territory Managers

 

The software learning / simulation tool:

• Helps Territory Managers rapidly understand / learn the new process

• Motivates Territory Managers to implement new working practices

 

Contents·

• Assess the drivers of sales growth

• Analyse current Sales vs Activity vs Potential situation - SAP analysis

• Identify growth, maintenance and problem zones

• Specify plan headings for presentation

• Construct resource and tactical action plans to achieve local zonal business objectives

• Drive the diary route plan

• Highlight required monitor and control tools

• Use the PC simulation tool to manage a fictitious territory and learn the new process

 

Format

The programme consists of two, one-day, interactive workshops spread over one month. Each workshop takes the form of theoretical followed by practical and then review sessions. By the end, delegates will have constructed a “live” business plan ready for implementation based upon the business planning process, identified a review timetable, and have a full understanding of the process and techniques to apply to the following cycle’s plan.

Maximum group size: 10

 

Participants

This programme is designed for business managers with a basic level of territory experience (minimum six months), who are ready to adopt a more proactive approach to territory management.