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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...

“Delighted with the course; highly recommended. Karen is very professional, enthusiastic, and dedicated. The management training programme was informative, interactive and packed with great tips and techniques. It was also a lot of fun and has given me a lot to bring to the workplace.”

Carl Ryan, Office Manager, Eazipay Ltd


“I can fully recommend Karen and Vital Sparks. Following both the coaching and leadership courses I attended, I left fully energised, confident and empowered to put my new skills into practice. Karen’s boundless energy and enthusiasm make her courses a joy to attend and a positive and fun learning environment.  Top marks and fully recommended.”

Marketing Manager, Veterinary Pharmaceutical Company


“I have no hesitation in recommending Vital Spark. The practical exercises were fun and I’ve benefited greatly from each one. I found the whole course to be very interesting and can now approach my staff with confidence in a way that will work for all. Karen was informative, open and approachable.”

Martin Wenn, Operations Manager, Eazipay Ltd