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Time and territory management

Time and territory management image

Who should attend the Time and Territory Management course?

Sales personnel and business managers who have face to face contact with customers should attend this Time and Territory Management course. We all know the Pareto rule 80% customers make up 20% business? But what do we do about it and how do we implement it across the sales force?

Workshop objectives

  • Sell more profitably!
  • How do individuals spend their time? (involves pre-work assessment current resources, to be completed at least four weeks ahead of the course)
  • Understand the difference between efficient and effective
  • Identify real costs of selling or not selling
  • Proven territory planning techniques
  • Customer profiling and preparing a strategy for best use of time
  • Recording and analysis of calls


  • Intro and company objectives
  • Objectives workshop and your introduction
  • Background
  • Territory planning
  • Why should customers see me?
  • Plan your territory exercise (to be competed post workshop)
  • Tips on making appointments
  • Making appointments – next week and coaching
  • Summary
  • Actions and feedback forms


Number of delegates: 6

This is a very practical ‘hands-on’ course, utilising real data and information on your business. Especially suitable for new recruits to your business or first time sales people, or for existing teams whose performance needs improvement.

Duration: 1 day.


What our customers said

“Karen was an invaluable source of knowledge in helping me lay the foundation for the new sales team. Her experience in territory planning, setting targets and categorising accounts was central to the successful launch of the new team.”

Veterinary Pharmaceutical Company

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What our clients say...

“Training and development of staff is key to the progress of any organisation. Vital Spark has developed bespoke individual training for our team members, which is ensuring that we are able to identify strengths and weaknesses of each team member thereby maximising an individual’s full potential within their natural communications styles.

The personal approach taken by Karen is rare in today’s climate and we are hopeful working long term with Karen on this approach with staff will support our company’s aims and objectives for the future.”

Hayward Medical Communications