Managing a Sales Territory
A territory is a small business, and most representatives run it by responding to whoever calls. This course covers planning coverage, prioritising accounts and using time where it produces revenue.
Course outline
What this programme covers, module by module.
- 01Treating a territory as a small business
- 02Segmenting accounts by potential rather than history
- 03Coverage models, call frequency and routing
- 04Prioritisation and where effort actually pays
- 05Building a territory plan with targets and actions
- 06Time management between selling, travel and administration
- 07Reviewing performance and reallocating effort
What you will gain
- Segment a territory by potential rather than history
- Plan coverage and call frequency deliberately
- Prioritise accounts against potential and effort
- Build a territory plan with targets and actions
- Manage time between selling, travel and administration
- Review territory performance and reallocate effort
Who should attend
- Field sales representatives
- Territory and area sales managers
- Medical and technical representatives
- Distributors and agents
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 9 to 10 Nov 2026 | Cape Town | 2 Days | R10,000 | |
| 24 to 25 Nov 2026 | Johannesburg | 2 Days | R10,000 | |
| 11 to 12 Jan 2027 | London | 2 Days | US$1,100 | |
| 1 to 2 Mar 2027 | Dubai | 2 Days | US$1,100 | |
| 3 to 4 May 2027 | Pretoria | 2 Days | R10,000 | |
| 6 to 7 Jul 2027 | Durban | 2 Days | R10,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R10,000 per delegate
- Duration
- 2 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
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