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Audio & Reference Manual

Territory Management: Strategies for Optimizing and Organizing Your Sales Team

Learn how world class companies organize their sales team and understand top territory management strategies.

The buyer has forever changed. Up to 70% of the buying process is now self-directed. Most sales forces already do not structure themselves to maximize their revenue potential. This new buyer behavior is now causing sales VPs to rethink how they structure and manage their sales teams. Learn how world class companies organize their sales teams and territories. Learn how the best sales teams put the right people in the right territories to sell more with less.

Runtime: 22 minutes
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Segmentation and Structure Methods

Putting the Right People in the Right Territory

  • Learn How to Put the Best Sales People on the Best Accounts
  • Determine How Much Time Should Be Spent on Certain Accounts

Maximizing the Territory Potential

  • Develop Your Team Through Optimization of the Territories
  • Understand How to Structure Your Team to Maximize Revenue

Updating as the Buyer Changes

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on October 28, 2016.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

No credit available.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Dan Perry

Dan Perry

Sales Benchmark Index

  • The 2014 Top Sales World Gold Medal Award winner for Best Sales Blog Post
  • Dan’s accounts include the world’s most respected companies such as Yahoo!, Herman Miller, Motorola, Synagro, Havertys Furtniture, Kronos, Hewlett-Packard, Monster.com, Epicor Software, Kimberly-Clark, and others
  • Blog writer on SalesForce.com
  • Blog writer in Power Selling magazine
  • Frequent guest speaker on SLMA (Sales Lead Management Association) Internet Radio
  • Evan Carmichael’s Top 100 Sales Experts to Follow on Twitter®
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Pay once and get a full year of unlimited training in any format, any time!

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* For audio recordings you only pay shipping

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Product ID: 399261
Published 2016
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Available in Multiple Formats

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