Territory management for inside sales t3
Upcoming SlideShare
Loading in...5
×
 

Territory management for inside sales t3

on

  • 748 views

TM t3

TM t3

Statistics

Views

Total Views
748
Views on SlideShare
748
Embed Views
0

Actions

Likes
0
Downloads
21
Comments
0

0 Embeds 0

No embeds

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • Key Message: Sell the modules – help them see what’s in it for them(Click 1) Right after this introduction, we will gain insight into your territory. We will find some patterns in your territory, and we will prepare a management briefing that describes the factors that are impacting your territory today.(Click 2) Then we will segment your territory, breaking it up into smaller pieces, and finding the pieces that have much greater revenue potential than others. We will spend a significant amount of time on this today.(Click 3) By the end of the day, we will begin identifying the resources that will help you achieve the results you need.(Click 4) We will spend some time working on a critical set of resources, our use of marketing, to determine how to maximize the impact of our marketing campaigns. This part of the agenda “Leverage Marketing Campaigns, usually takes place on day 2. It is at this point where we will have made a significant number of decisions, including our areas of focus for our territory (which we will call Targeted Opportunity Areas) , the potential revenue in those focus areas, and the resources we are going to apply.
  • Key messages – continue to sell the modules. Also create the ‘safe environment’In just a second, I will be showing you the two deliverables I mentioned earlier: the Territory Plan and the Opportunity Map, but let me refer to them here in the agenda.Continuing on with day 2, we will learn a simple and easy to use planning methodology to set objectives and take action on our Targeted Opportunity Areas. And we will develop a full plan for one of those Targeted Opportunity Areas.(Click 1) Then, because our Opportunity Map is almost completed, we will take some time to review that, along with some of the other work we have done, in the next part of the agenda, Review and Improve Your Opportunity Map. (Click 2) And finally, we will briefly discuss the follow on steps and phases of the territory management processNow, often when I discuss reviewing the map, and other work, people get a little nervous. After all, you haven’t yet ‘perfected; it, and already you are being asked to review it. So let me state one of the ground rules here. This is a safe environment. It is okay in this room, not to know something. It is not okay never to find out, but as long as you have acknowledged the need to discover something or learn something, you are doing just fine.Also, this room is Vegas, and as everyone knows, “what happens in Vegas stays in Vegas”Transition: I promised that I would give you a glimpse of the deliverables so here they come.

Territory management for inside sales t3 Territory management for inside sales t3 Presentation Transcript

  • Territory Management for Inside SalesTrain the Trainer
  • Introductions Your name Your job Your objective
  • Roadmap for the T3 Sessions 1 and 2 Target audience Course overview & timing Logistics Materials Workshop set up Preparation: Participants and Managers Critical tools Opportunity Map Territory Plan Module-by module review Key messages Delivery suggestions and tips Q&A Session 3: Teach Back 3
  • Roadmap for the T3 Sessions 1 and 2 Target audience Course overview & timing Logistics Materials Workshop set up Preparation: Participants and Managers Critical tools Opportunity Map Territory Plan Module-by module review Key messages Delivery suggestions and tips Q&A Session 3: Teach Back 4
  • Target Audience Depth Telesales: Both IAMs and ITMs Tele Lead & Regional Director Virtual team: LOMs Local marketing PAMs Local technical support Administrative support staff who work with customer data Local solutions specialists Any other local resource that works with the inside sales teams on a regular basis Team them up in the workshop 5
  • Roadmap for the T3 Sessions 1 and 2 Target audience Course overview & timing Logistics Materials Workshop set up Preparation: Participants and Managers Critical tools Opportunity Map Territory Plan Module-by module review Key messages Delivery suggestions and tips Q&A Session 3: Teach Back 6
  • Course OverviewIS reps need to understand how to develop an effectiveterritory plan for their account portfolio and how to efficientlymanage 200+ accounts with a focus on prioritization andmaximizing their energies and efforts.This interactive workshop is designed to support each depthISR to drive growth plans for their territory and to meetrevenue goals by identifying potential revenue opportunitiesin a structured way.Using local subsidiary depth data each ISR will analyze theirterritory and develop a plan. 7
  • Course OverviewWorkshop Objectives Business Objectives Learning Objectives Drive business growth Gain insight into your territory Improve business relationships with Segment accounts your customers Prioritize potential opportunities Balance and prioritize to deliver both Leverage resources effectively short-term and long-term opportunities Identify how marketing can help you Improve sales performance through optimize your business planning and prioritizing Create and implement a customer- centric plan for business growth and improved CPE in the territory ©2008 The TAS Group. All rights reserved.
  • Agenda Gain Insight into Your Territory Identify Your Resources PAMs Product Groups LOMs/SEMs Dynamics Depth Territory Solution Specialists Manager Other Solution Sales Leadership Specialists Licensing PTS Specialists Segment Your Territory Leverage Marketing Campaigns Sales $ Leve Acti vity $ l $ $ Marketing $ Awareness Interest Preference Action ©2008 The TAS Group. All rights reserved. 9
  • Agenda Develop Your Plan Implement Your Plan Targeted Opportunity Areas Monitor, Prepare Measure, Workshop Report Objective Objective Objective Objective Objective Review with Implement Virtual Team Allocate Review with Resources Management Action Outcome Owner Resources Date Finalize Plan Action Outcome Owner Resources Date Action Outcome Owner Resources Date Action Outcome Owner Resources Date Review & Improve Your Opportunity Map ©2008 The TAS Group. All rights reserved. 10
  • Course OverviewTiming Day 1Module Detail TimingIntroduction Manager, leader and participant 9:00 Intros Teach why and the process 9:15 Activity: Expectations 9:25 Activity debrief 9:45 Objectives, agenda, outcomes 10:00Break 10:15Gain Insight into Your POB, understanding your territory 10:30Territory Activity: Characterize your territory 10:45 Activity debrief 11:15 Reflections discussion 11:20 Activity: Reflections 11:25 11
  • Course OverviewTiming Day 1, Continued Module Detail Timing Segment Your Territory POB, teach segmenting accounts 11:30 (Optional) Regional presentation on 11:45 data Lunch 12:15 Activity: Segment your accounts 13:15 Activity debrief 13:45 Teach & discuss approaches, 13:50 offerings, map terminology Activity: Begin to develop your map 14:15 Activity debrief 14:30 Teach & discuss grouping accounts 14:35 Activity: Continue development of the 14:45 map 12
  • Course OverviewTiming Day 1, Continued Module Detail Timing Break 15:00 Segment Your Territory Teach sectors and sizing 15:15 (continued) Activity: Select & size territory sectors 15:20 Activity debrief 15:50 Reflections 15:55 Identify Your Resources POB, Review resources 16:00 Activity: Identify your resources 16:15 Activity Debrief 16:35 Activity: Allocate resources 16:45 Activity debrief 17:00 Reflection 17:05 End day 1 17:10 13
  • Course OverviewTiming Day 2Module Detail TimingReview Day 1 9:00(Optional) Present Marketing Campaigns 9:15Leverage Marketing Teach Marketing campaign elements 9:30Campaigns Activity: Leverage a marketing 10:00 campaign Activity debrief 10:30Break 10:35 Activity: Identify Marketing 10:50 Campaigns Activity debrief 11:10 Recap work to date 11:15 Activity: Identify plan sectors 11:20 Reflection 11:30 14
  • Course OverviewTiming Day 2 ContinuedModule Detail TimingDevelop Your Plan Teach plan methodology 11:35 Activity: Develop an Objective and 12:00 Action Plan Activity debrief 12:30Lunch 12:40 (Optional) Activity: Develop 2nd 13:40 objective, strategy and action plan Reflection 14:05Review & Improve Your Teach approach for review and set up 14:10Opportunity Map activity Conduct fishbowl review 14:25Break 15:25 (Optional) Conduct Team Review 15: 40 (round robin) 15
  • Course OverviewTiming Day 2 ContinuedModule Detail TimingReview & Improve Your Activity debrief 16:20Opportunity Map (cont.) Reflection 16:30Implement your Plan Teach 16:35 Key insight discussion 16:50Program Close 17:05End Day 2 17:10 16
  • Roadmap for the T3 Sessions 1 and 2 Target audience Course overview & timing Logistics Materials Workshop set up Preparation: Participants and Managers Critical tools Opportunity Map Territory Plan Module-by module review Key messages Delivery suggestions and tips Q&A Session 3: Teach Back 17
  • Materials Participant Guides: slide notes pages without the notes Worksheets and handouts Printing Instructions 18
  • Worksheets and handouts Title Use ModuleUnderstand Your Territory Handout 1: Gain Insight …Territory Plan Plan Template 1: Gain Insight… & throughoutInformation Needed Worksheet 1: Gain Insight… & throughoutReflections Worksheet 1. Gain Insight… & throughoutAccount Segmentation Worksheet 2: Segment Your TerritoryAccount Approach Handout 2: Segment Your TerritoryOpportunity Map Worksheet 2: Segment Your TerritoryOpportunity Map sample Handout 2: Segment Your TerritoryMarketing Campaign Worksheet 4: Leverage Marketing CampaignsReview Worksheet 6: Review & Improve…Management Guide Handout 7: Implement Your Plan 19
  • Printing InstructionsMicrosoft_TMIS_Printing_Instructions (Excel) 20
  • Logistics ManagementLogistics for a Territory Management for Inside Sales Workshop Conference call Facilitator, the Regional Tele Director and local managers Review “Manager‟s Preparation for a TMIS Workshop” Access time to set up the workshop room Participant Preparation Distribute “Preparation for a Territory Management for Inside Sales Workshop” 2 weeks in advance of the workshop date. Production of the workshop materials “Microsoft TMIS Materials Printing Instructions” document. 21
  • Workshop Set Up Team tables and chairs in rounds or squares with an average of 4/5 participants to a table A projector table or podium for the facilitator and needed projection equipment A chair for the facilitator A separate table for workshop materials Tables if needed for coffee, lunch or break food Power cord to each table or a nearby outlet 4 flip chart easels with paper and flip chart markers (2 next to facilitator‟s area, and the other 2 in the two rear corners of the room) Name tent cards for the facilitator and each participant Ensure that the meeting room has adequate security so that it can be locked during lunch and breaks 22
  • Roadmap for the T3 Sessions 1 and 2 Target audience Course overview & timing Logistics Materials Workshop set up Preparation: Participants and Managers Critical tools Opportunity Map Territory Plan Module-by module review Key messages Delivery suggestions and tips Q&A Session 3: Teach Back 23
  • Participant PreparationPreparation for the Territory Management for Inside Sales Workshop Laptop Account listing, sorted: Accounts sorted high to low based on LTV (Lifetime Value) Accounts sorted high to low based on number of PCs Marketing campaigns and events available Next 3 to 6 months. 24
  • Participant PreparationGeneral Trends Spend some time investigating and thinking about the following: What is the general economic environment like in my territory? What are the predominant vertical markets represented in my list of accounts? (I.e. do I have a large number of banks or tourism- related businesses? What are the industry conditions and trends in each significant vertical market? What accounts, if any, in my territory would be considered as „best in class‟ by their peers? (In other words, what accounts are leaders in their field?) What government regulations and policies are impacting accounts in my territory? What other factors are having an impact on my territory 25
  • Participant PreparationMicrosoft Trends Spend time investigating and considering the following: Microsoft revenue trends (Examples: growing stronger than the market, experienced a 20 % growth last year, etc.) Microsoft license penetration (bring information by account) Category of product coverage (Examples: I see growing interest in Dynamics CRM. We have grown the penetration of SharePoint significantly in the last 6 months. The largest revenue opportunity at this time is SQL.) Anti piracy trends in your territory Significant territory partners. If you have information on preferred partners by account, bring that with you What competitors are predominant in your territory? Where are they winning and why? Where are you winning against them and why? 26
  • Management PreparationManager’s Preparation for a TMIS Workshop You will be asked to participate with the workshop facilitator on a conference call to prepare for the workshop and to made decisions You should plan to attend the workshop Learn the tools and process Coach your teams both during the workshop and post-workshop Significant virtual team members present and actively participating. The following functions should be considered: LOMs Local marketing PAMs Local technical support Administrative support staff who work with customer data Local solutions specialists Any other local resource that works with the inside sales teams on a regular basis 27
  • Management PreparationContinued Provide the participants with a schedule of upcoming marketing events and campaigns, as well as a brief description. The primary approach to segmenting accounts will be a combination of Lifetime Value and number of PCs. Please ensure that your team members have access to that data for their workshop. If you use a different approach, it is critical that you discuss this with the facilitator on the conference call. Regarding the data and information the team has, there will be an opportunity to review with the participants during the workshop any new data or information that may be available to them. Please discuss this with your workshop facilitator on the conference call. 28
  • Management preparationContinued Review product categories with the manager Define a specific date for plan reviews Guidance: 3 to 4 weeks after workshop Provide laptops Minimum 1 per table with prearranged teams and their data on the laptop Ideally, one per territory manager 29
  • Roadmap for the T3 Sessions 1 and 2 Target audience Course overview & timing Logistics Materials Workshop set up Preparation: Participants and Managers Critical tools Opportunity Map Territory Plan Module-by module review Key messages Delivery suggestions and tips Q&A Session 3: Teach Back 30
  • Roadmap for the T3 Sessions 1 and 2 Target audience Course overview & timing Logistics Materials Workshop set up Preparation: Participants and Managers Critical tools Opportunity Map Territory Plan Module-by module review Key messages Delivery suggestions and tips Q&A Session 3: Teach Back 31