Unlock Consulting Limited

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SALES TERRITORY PLANNING AND MANAGEMENT

Program Overview

This program allows delegates to look at the channel partners in their territory using customized principles of strategic territory marketing and sales management, combined with unique and proven methods of managing their relationships with internal, direct, and channel partners through peer to peer leadership and matrix management skills focused on results. The result is a closer tie between the direct and indirect channel and a customized methodology that drives greater revenue per channel partner. Delegates will be able to;

-Examine and compare channel partners and their customers’ profiles and decision making processes and select an approach that fits their needs

-Define, baseline and document their channel and territory management role

- Create and tune their value propositions for their various internal and external customers, then test them against their channel/territory plan

-Build vertical marketing campaigns targeted to their channel partners and customers

- Apply basic marketing principles to overview of business issues and markets

- For Convergence, Security and Business Continuity, Compliance, IP Services, VoIP/IPTel

- What is Marketing? – Define basic principles of marketing

- Territory overview - Segmenting and defining your territory strata’s and verticals

     
What to Learn
Understanding your customers, Channel/Territory Performance, Tuning Your Value Proposition, Opportunity & Market Management, Matrix Management, Revenue Management
For Whom
All Directors & Senior Management involved with Channel/Territory Management
Format/Duration
Instructor-Led / 3 days
Methodology
Facilitator-Led Instructions, Presentations, Work Groups & Discussions, Preparation & Drafting Of Action Plans
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