Time is the most important resource for all salespeople. Whether your role is that of an account manager, business development manager, sales professional or Territory manager, learn how to better manage your time within your sales territory in a one day time and territory management program. Time and Territory Management is a powerful one day training program available in Australia for everyone involved in selling. This is an ideal training course to conduct during your sales conference, or professional development. To learn more about bringing time and territory management training to your Australian business, call The Success Institute today on: 1300-881-891

1. Time & Territory Management©
Professional Development Series
Take greater control of your time, customer
relationships and discover how to get the very
most opportunities from your sales territory…
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AUSTRALIA’S LEADING PROGRAM FOR SALES
REPRESENTATIVES, ACCOUNT & TERRITORY MANAGERS
Training and professional development for Australia sales people,
account managers, BDMs and territory representatives.
Phone us on: 1300-881-891

2. Better planning, managing,
account management skills
YES, it’s possible to find more time to see more
customers within your sales territory! In just one day
you’ll also discover how to find more business and get
greater sales focus than ever before.
Time & Territory Management©
Today across Australia,
thousands of organisations
depend on the efforts and
professional organisation
skills of their account reps
and territory managers to
develop new and existing
sales and business
opportunities.
However, current research
now confirms what many
sales managers and
business owners have
known instinctively for some
time: the average Australian
territory manager spends
between 10% - 14% of their
total time each week face-
to-face with prospects and
customers. So what about
the other time; where does
it go?
The real truth is that without
training or specific coaching,
many territory managers,
while working hard, may not
be actually managing their
time and their territory as
efficiently as they could be.
By the end of the hands-on
and engaging 1-day training,
your sales people will have
the knowledge and insights
to tackle new and future
business opportunities that
exist in their sales territory –
with great clarity and focus.
Ask us how to bring a customised seminar to your organisation
The one day Time & Territory
Management© program has
been designed specifically with
Australian territory managers in
mind. Developed in Australia by
experts who understand how to
successfully manage sales
territories and close short-term
and long-term sales, this
program will show your people
how to use their time and their
sales resources more effectively
in a region or territory!
How would you benefit from
attending the course?
By the end of the program your
people will have the tools and
techniques to be able to
confidently invest more quality
face-to-face time in their
territory, doing what you expect
them to do: close more sales!
Participants will discover how to
work more efficiently, effectively
and – more dollar productive!
The Time & Territory
Management© program is a
skill-packed seminar, designed
to provide busy sales staff with
the know-how to also succeed in
building rock-solid relationships
with your customers and well as
how to make the time to
prospect and look for new
opportunities with their given
sales territories.
.
Whether you’re wanting to find
out the right way to get more
done each day while you’re on
the road ... or you JUST want to
use your time better, with fewer
headaches ... these skills are
“must-haves” for any territory
manager who manages any type
of sales territory.
After completing the Time &
Territory Management©
program, you will have the
skills to:
● Create an effective strategic
and tactical Territory Plan which
works best for your unique sales
territory.
● Increase your sales and
territory penetration and
relationship effectiveness.
● Control interruptions, email,
phone calls and time spent
away from working in your
territory.
● Maximise your time on the
road and NOT in the office.

3. How Your People Will
Benefit From this
Hands-On 1-Day Program
Gain a deeper understanding
of the roles and responsibilities
of being an effective territory
manager.
Seminar Agenda
One Day (9:00am – 5:00pm)
Session 1
The benefits of using a Territory Management system.
Analysing the effectiveness of your current Territory
Management methods.
The critical differences between poor, average and
excellent territory and account managers. How do you
compare?
How to develop the daily habits necessary for achieving
a higher level of personal and professional control
• The 5 steps to develop a daily planning system that
helps you invest more time in your sales territory
Session 2
• The secret of getting things accomplished: TRIAGE
How to prioritise and balance your long-term sales
targets against the urgent calls, emails and requests
that arise each day while in the field.
• Maximising time on the road and getting more
face-to-face time with your customers.
• The secrets of mapping your days, weeks and months
to enable you to spend more time on the road, finding
new opportunities and less time in the office doing
“stuff”.
Session 3
• Getting the most from CRM systems such as ACT,
or Outlook to better manage your customers,
opportunities and your time territory.
• Organising yourself, your car and your office. Discover
how to keep your files, email and systems in order
by learning these new and effective personal
organisation strategies.
• Managing interruptions “on the road”. Solutions for
staying on track when the day gets busy.
Session 4 – MASTER SESSION
• Customer & Territory Profiling
How to develop a powerful customer profiling system
that enables you to identify the prospects and
customers with the greatest current and future sales
and relationship opportunities
• Master Territory Planning
Before completing this program, you will create a
Master Plan based on everything you have discovered.
Leave with a complete strategy for taking your
territory to an entirely new level of sales success.
Develop an effective territory
plan to invest more time with
high-potential customers and
prospective customers.
Discover how to develop and
then implement a monthly,
weekly and daily territory plan.
Learn how to manage and reduce
distractions and interruptions
while on “the road”. Apply a
series of powerful territory
management strategies to
produce better sales results each
day, week and month.
Engage in a facilitated “Master
Class” that focuses your sales
people and account managers on
pinpointing greater business and
sales opportunities with their
existing territories.

4. WHITE PAPERS & CASE
STUDIES
All participants will gain access
(by special user name and
password) to a special
reference vault containing
numerous territory
management reports, white
papers and additional reference
sales material.
AUDIO COACHING PROGRAM
Each participant receives audio
content containing the highlights
of the seminar, including
additional strategies, ideas and
concepts to keep the information
and lessons fresh.
EXTENSIVE TRAINING
MANUAL
All participants will receive a
professionally produced,
detailed training and
reference manual.
This manual is customised,
based on our pre-coaching
surveys and interviews. The
manual includes lessons, case
studies, diagrams and a large
reference section.
eBOOKS
All participants will receive a
selection of the world’s best
selling ebooks in electronic
format.
These books are an excellent
resource to read and study
straight from a laptop or
Computer.
It’s important to have your sales people walk away with a range of resources
and material to reinforce what they have learnt at the training.
Each participant receives a range of quality training resources to take away a
use for weeks and months after the training. In addition to the on-line
eCoaching, these additional tools will help them to think about and use their
newfound territory management skills on a daily basis.
MEMORY CARDS
All participants receive
a set of “memory
cards” to keep in their
diaries or on their desks
or in their diaries.
These reference cards
are a highly sought-
after item at all of
our programs as they
reiterates the critical
steps in using these
territory management
skills.
To learn more about our other programs, visit: www.success.net.au
What’s Included with this Training…
eCoaching
Participant receives 3
Months of territory
eCoaching subscription to
reinforce their new skills
and habits.
Phone us across Australia today on: 1300-881-891