Sales Account Management Workshop

Are the assignments of geographic territories enough to guarantee appropriate sales coverage in today’s market? In this highly competitive climate the traditional assignment of geographic territories is being recognized as ineffective. Developing market share requires attention to relationship, understanding the needs of the customer, and effective use of the salesperson’s time. Developing a segmentation methodology for the company and each salesperson facilitates good coverage and application.

In this workshop, you will go through the process of assigning accounts to salespeople by size, priority, geography and industry. You will learn how to develop call expectations and what information you should be tracking to maximize account coverage and relationships.

Topics to be covered include:

• Account Prioritization by Size and Potential
• Customer Share and Market Share
• Time Allocation and Management
• Use of Computer Maps for Assigning Accounts
• Determining the Sales Potential for a Group of Accounts
• Segmenting Industrial Markets
• Matrix Tables of Priorities
• Establishing Equitable Opportunities
• Grouping Accounts for Account Assignments

Who should attend: This course is recommended for sales managers and dealer principals. It deals with account segmentation, sales coverage, compensation design and employment potential.

Course Level: Skill Building
Length: 2 days
Class Size: Maximum of 25