Market Dominance: Strategic Territory Planning & Performance

Market Dominance: Strategic Territory Planning & Performance

Location

MST 1033

Duration

Online / In-class

5 Days

Contact with our Team

Sector:

Tourism & Hospitality

Technical Focus Area:

Social & Digital Marketing Strategy

About the Course

Well-designed and well-managed sales territories are critical to maximizing sales force capacity and ensuring consistent, balanced coverage of customers and markets. This course provides a structured review of territory management principles while introducing powerful analytical frameworks and tools for territory design, including account classification, portfolio models, cost-per-call calculations, and routing patterns. Participants will learn how to link strategic sales planning with territory structures that support incentive compensation, quota setting, and broader performance management activities.

Beyond the analytical foundations, the course emphasizes practical sales performance management skills—goal setting, time management, route planning, and proactive territory reviews. Participants will explore best practices in sales territory management, learning how to build and revise territory plans that adapt to changing market conditions and evolving customer needs. They will also examine how different salesforce structures (generalist vs. specialist) affect territory design and resource allocation.

The program concludes with a focus on strategic selling within territories: understanding buying influences, managing the sales funnel, and employing primary account strategies that drive profitable growth. Through case studies, exercises, and discussions, participants will develop a sales territory management strategy aligned with their company’s objectives, enabling them to choose, target, and manage territories more effectively while enhancing overall sales performance.

Learning Milestones

By the end of this course, participants will be able to:
- Analyze the overall process of strategic sales planning and territory management.
- Practice effective ways of setting sales goals, developing sales activities, and managing time for maximum productivity.
- Use relevant tools and techniques for route structuring, call planning, and territory management.
- Apply methods of effective territory management and strategic selling to drive growth and profitability.
- Revise and adapt sales strategies and provide appropriate sales training and guidance for the salesforce.
- Successfully choose, target, and manage a territory, maximizing growth, coverage, and profit.
- Evaluate sales performance within territories and implement control systems to improve results.
- Apply analytical foundations such as ABC classification, portfolio models, and cost-to-serve measures to territory decisions.
- Integrate strategic thinking and proactive sales management into daily territory execution and review.

Professional Audience

- Sales Managers responsible for planning and managing territories
- Sales Supervisors overseeing field sales teams
- Key Account Managers who coordinate activities across multiple territories
- Salespeople and senior sales staff seeking to improve territory and time management
- Business Development and Commercial Managers involved in sales performance and coverage decisions

Modular Syllabus

Strategic Sales Planning and the Overall Sales Management Process

- Overview of sales management and its strategic role in the organization
- Linking sales planning to company objectives and market opportunities
- Activities involved in implementing an effective sales program
- Understanding sales performance management and key performance indicators
- Evaluation and control of sales force performance at territory and team levels
- Using feedback and performance data to refine sales plans and quotas
- Designing and supporting supervisor sales training programs for better execution
- Activity/workshop: Mapping the current sales planning process and identifying improvement opportunities

Managing Self, Time, and Sales Activities for Better Territory Results

- The role of self-management in successful territory management
- Time management techniques for sales professionals in the field
- Conducting a salespeople time analysis and identifying time-wasters
- Managing your time for better sales results and improved coverage
- Prioritizing customers and activities within a territory
- Corporate training and development for better account management practices
- Building a daily and weekly sales activity plan aligned with territory goals
- Exercise: Designing a personal time and activity management schedule for a real territory

Territory Management Fundamentals, Analysis, and Design

- Principles of territory management and its impact on sales performance
- Generating new accounts and balancing prospecting with account servicing
- Computing cost per call and determining the number of calls needed to close a sale
- ABC account classification and applying the portfolio model to territory accounts
- Designing sales territories using build-up and breakdown methods
- Routing patterns and route optimization for efficient territory coverage
- Integrating analytical foundations into ongoing territory reviews
- Activity/workshop: Re-designing a sample territory using ABC, cost-per-call, and routing concepts

Salesforce Structure, Organization, and Coverage Strategies

- Understanding different salesforce structures: generalist vs. specialist sales forces
- Dividing the salesforce by product, market, geography, or customer type
- Aligning salesforce structure with territory design and customer needs
- Coordination between Key Account Management and territory-based selling
- Role clarity and communication between managers, supervisors, and salespeople
- Assessing the impact of structure on travel time, coverage, and customer service
- Evaluating when and how to adjust territories and salesforce organization
- Group activity: Designing an optimal salesforce and territory structure for a given scenario

Strategic Selling within Territories and Proactive Sales Management

- Principles of strategic selling and their application at territory level
- Understanding buying influences and identifying red flags in opportunities
- Working the sales funnel and managing opportunities through stages
- How salespeople think, feel, and behave—and implications for territory leadership
- Establishing control systems for monitoring territory activities and results
- Primary account sales strategy and focusing on high-potential customers
- Discovering personal and team sales strengths and leveraging them in the territory
- Capstone: Building a territory sales plan incorporating advanced selling strategies and proactive sales management practices

Course Dates & Prices

Location	Starting Date	Price
Dubai (UAE)	29/12/2025	2999 $
Online	05/01/2026	2299 $
Online	05/01/2026	2299 $
Dubai (UAE)	12/01/2026	2749 $
Dubai (UAE)	12/01/2026	2999$
Cairo (Egypt)	19/01/2026	2749 $
Online	19/01/2026	2299 $
Online	26/01/2026	2299 $
Muscat (Oman)	29/01/2026	2999 $
Dubai (UAE)	02/02/2026	2999 $
Muscat (Oman)	16/02/2026	2999 $
Online	16/02/2026	2299 $
Online	23/02/2026	2299 $
Dubai (UAE)	23/02/2026	2999 $
Online	02/03/2026	2299 $
Online	09/03/2026	2299 $
London (UK)	09/03/2026	3499 $
Dubai (UAE)	09/03/2026	2999$
Online	16/03/2026	2299 $
Istanbul (Turkey)	16/03/2026	2999 $
Dubai (UAE)	16/03/2026	2999 $
Online	23/03/2026	2299 $
Kuala Lumpur (Malaysia)	23/03/2026	4099$
Doha (Qatar)	23/03/2026	2999 $
Kuala Lumpur (Malaysia)	30/03/2026	4199$
Online	30/03/2026	2299 $
Dubai (UAE)	06/04/2026	2999$
Istanbul	06/04/2026	2749 $
Online	06/04/2026	2299 $
Dubai (UAE)	13/04/2026	2999$
Cairo (Egypt)	13/04/2026	2749 $
Online	20/04/2026	2299 $
Dubai (UAE)	27/04/2026	2999$
Online	27/04/2026	2299 $
London (UK)	27/04/2026	3499 $
Istanbul (Turkey)	04/05/2026	2749 $
Dubai (UAE)	04/05/2026	2999$
Kuala Lumpur (Malaysia)	11/05/2026	4099$
Online	11/05/2026	2299 $
Doha (Qatar)	11/05/2026	2999 $

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