Optimizing Sales Territories: Best Practice Planning Approaches

18 April 2013


Productive sales forces ensure their salespeople are both effective and efficient. That includes focusing sellers on spending the right amount of time with the right opportunities, doing the right tasks. Achieving the optimal balance of salesperson impact and efficiency requires well calibrated planning and support. This Sales Management Association webcast examines key aspects of sales territory optimization and planning, including ways organizations should support effective selling.

Topics include:

  • Designing territories that allow salespeople to address more opportunity in the same amount of time
  • Optimizing your sales force’s target account touches
  • Optimally sizing the sales force
  • Creating and implementing high-impact territory plans
  • Key ingredients of a successful sales plan
  • Best practices for turning strategy into action
  • Empowering execution

Presented by Ken Kramer, Executive Director, Sales and Marketing, TerrAlign; and Ron Snyder, President of Breakthrough, Inc. and Plan2Win Software

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