Targeted Territory Selling

Strategic planning to maximize the potential of territories

Targeted Territory Selling (TTS) is a facilitated training and planning program for sellers who are assigned to cover designated territories of accounts.

Regardless of whether territories are established on the basis of geography, industry, product, named account, or other criteria, TTS enables sellers to efficiently segment their accounts by sales potential and level of relationship, prioritize coverage on the most lucrative accounts, and develop effective business development plans for the entire territory. TTS produces a higher level of sales productivity, more effective use of sellers’ time, and more efficient application of sales resources.

TTS is based on a repeatable process for territory segmentation and analysis, prioritization of account coverage, and development of an effective territory plan, and includes supporting analysis and planning tools.

The Territory Planning Process

Targeted Territory Selling

Intended Audiences

TTS is designed for any seller who must cover an assigned territory of accounts effectively. Whether a seller manages only a modest portfolio of accounts or a multitude of potential customers, TTS provides the planning tools needed to enable that seller to be more productive.

What is included in the Targeted Territory Selling program?

Designed to provide a repeatable methodology for territory planning and coverage, TTS enables sellers to:

Multiple Delivery Modality Options

TTS can be learned through live instructor-led training (ILT) workshops, via virtual instructor-led training (vILT) sessions, or online through on-demand eLearning and video-based content. We find that a blended learning approach that incorporates a mix of delivery modalities produces the best results.

For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring at least 15 years of sales and management experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

TTS is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led TTS training workshop is a one-day, highly interactive program. The standard program includes:

Introduction to Targeted Territory Selling

Identify Accounts and Prospecting Requirements

Determine Qualification Criteria

Conduct Research

Segment Accounts

Select Coverage Strategies and Develop Plans

Getting Started

TTS typically includes a pre-workshop assignment consisting of reviewing brief eLearning content on essential territory planning process and principles and then gathering information about accounts in the participant’s territory. In the workshop, participants work on application exercises to apply program concepts while developing their own territory plan.

Instructional Materials

The TTS workshop is designed to support adult learning principles. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic interactive workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and video content, where appropriate.

Useful Sales Tools and Job Aids

The job aids provided in the TTS program toolkit include:

Strategic Value

Targeted Territory Selling provides sellers with a repeatable and practical process for maximizing sales results for a designated territory of accounts. The outcome of this methodology is higher levels of sales from both new and existing customers, and more efficient use of sales and marketing resources, thereby lowering the cost of sales and improving profitability.