This is not an end-all-be-all primer for Territory Management - it was developed for a very specific situation to fix a very specific business problem.

1. Territory Management
Geography + Account Valuation = Great Territory Management!
North
West Base East
South
Highest Value
Sales Certification Program
August 2005

2. Course Overview
Territory Management
This course will provide you with the
knowledge and skills to efficiently and
effectively establish, service and
manage a geographic sales territory.

3. Course Objectives
At the end of this training session, you will be able to:
 EXPLAIN: How to Find Leads and Pre-qualify Prospects
 EXPLAIN: The Three Phase Approach to Territory Management
 EXECUTE: A Base + NEWS Prospecting Plan
 DEVELOP: A Base + NEWS Territory Management Plan
 EXPLAIN: The concept of Account Valuation
 EXPLAIN: The concept of Account Deployment
 DISCUSS: How you will eventually develop a Geographic + Value-
based Territory Management Plan

4. Territory Management
Some Basic Terminology:
 TERRITORY: The geographic area in which you sell.
 ACCOUNT: A business customer.
 LEAD: A business within the territory, that may or may not be a qualified
prospect.
 PROSPECT: A potential customer account or person with whom you are not doing
business today, but might.
 BROKER: A business owner or manager. Typically the decision-maker.
 CONTACT: A person within an account.

5. Territory Management
It’s An APPLe
 Applied Productivity and
Performance Levers, or
APPLes,” are the competencies
and skills required for success as
a Sales Rep.
 Territory Management is one of
the eight major APPLes.
Technology  Territory Management is a
systematic, logical process that
allows a sales rep to achieve
optimal results from the potential
customers in a given geographic
area.

6. Territory Management
It is Accomplished By:
 Identifying leads and qualifying prospects
 Allocating appropriate time and resources for
prospecting, servicing, and developing
accounts
 Mapping routes efficiently
 Prioritizing prospects and accounts to ensure
that the energy, budget and time spent on
them is in direct proportion to their value to the
company, and to maximize the revenue and
profit potential of the territory Primary Objective

7. Territory Management
It is Important Because:
 It ensures the proper and efficient geographic
coverage of the territory
 It is a vehicle for balancing work load
 It is a means of containing costs, such as
travel expenses
 It ensures proper market penetration and
account development
 Maximizing your territory translates into more
loans, and higher commissions

8. Territory Management
Factors to Consider:
 Lead sources
 Target account profile
 Number and potential value of prospects
 Number and value of accounts
 Size and shape of the territory, including distance
between key points
 The layout of roadway systems, which determines
the time between key points
 Duration and frequency of presentations or visits

9. Territory Management
Three-Phase Process
PHASE I: 0 to 90 Days
Prospecting Plan to
Establish Accounts
90 to 120-150 Days
PHASE III PHASE II
Advanced Territory Management Basic Territory Management
(Account Deployment) Plan to Solidify Core
Account Base
120-150 Days +

10. Territory Management
Phase I – Prospecting Plan
Prospecting Plan (Geographic)
North  Find leads (from Marketing, personal experience, observation,
state banking commission, associations, Yellow Pages, other
advertising and/or networking.)
Base  Map leads using Base + NEWS method (geographic prospecting
West East
plan - divide territory into 5 parts, with the center being your home
base and the others being North, East, West, South).
 Qualify prospects when possible (phone and other research).
South
 Set appointments when possible.
 Visit prospects on appointments when possible or cold call as needed.
 Rotate the areas/accounts you visit based on day.
 Start at the farthest-most office and work your way back home.
 See 8-12 prospects per day - run sales meetings and presentations.
 Do Account Selection… retire prospects and acquire accounts, as
appropriate.
 Balance your efforts over time based on overall account potential
compared to revenue realization.

11. Territory Management
Finding Leads
You may receive some leads from
Marketing. To do that… You must also:
 Contact your Territory VP and follow  Research state banking commission Websites
their instructions.  Search the Yellow Pages
 Search online sources such as www.411.com
Know that… and www.smartpages.com
 They may automatically send a list  Review other advertisement sources
of prospects within your territory for
 Join and get member lists from
you to review…
associations
 You may need to request it.
 Network within your market and community
 There may not be many or any
 Ask for referrals from prospects and accounts
good leads in our database
 These leads are customers that
have worked with us at some point,
or that we know about. That’s
why…

12. Territory Management
Pre-Qualifying Prospects
 Call leads by telephone to confirm they’re in business, meet our pre-qualifcations,
and are not already working with us. (Set an appointment if possible.)
 Cold-call those prospects who won’t talk on the phone, when you are in their
geographic area. (Get and give business cards; set an appointment).
 Talk to others inside the prospective account… receptionists or others.
 Ask questions of referral sources and our employees; gather information from all
viable sources. Be creative.
 Look for large Yellow Page or other ads.
 If it’s a known account that has deactivated, research past production.

13. Territory Management
Hit the Road
Now it’s time to put your Prospecting Plan into action:
 Go the appointments
 Cold call as required
 Use your Partnership Selling and Account Selection skills
 Work hard to establish accounts and get ready for Phase II of Territory
Management

14. Territory Management
Phase II – Basic Territory Management
Basic Territory Mgt. (Geographic)
North
 Continue the Base + NEWS system.
 Visit 5 accounts per day and see 1-3 prospects per day (if
prospects are limited, see more accounts). See at least 2 in the
West Base East morning and 3 in the afternoon. (Same accounts, same days, same
locations, and same times – throughout the month.)
 Spend one hour at a office for every sales you made there last month,
South or expect to get this month.
 Contact the right people for the right action. Use your inside staff and
Solutions Desk to get product/underwriting/policy questions
answered. Use your TVP to get obstacles removed, or for help with
special customers in the field.
 Continue to work with accounts geographically to further profile,
confirm your Account Selection decision, and develop production
potential.

15. Territory Management
Phase III – Advanced Territory Management
North Account Deployment Preview
 Evaluate and rank accounts based on Past and Current production,
and Future production potential (PCF).
West Base East  Rework Territory Plan to spend the most time (more than one visit per
week) with top-ranked accounts with the most value, and see
remaining accounts once per week (or less) geographically (or by
phone). Effort spent on accounts should be in direct proportion to their
South value.
 Visit 6 accounts per day and see 1-2 prospects per day, as availability
allows (if prospects are limited, see more accounts).
 Spend one hour at a office for every sales made last month, or
Highest Value expected this month.
 Contact the right people for the right action. Use your inside staff and
Solutions Desk to get product/underwriting/policy questions answered.
Use your TVP to get obstacles removed, or for help with special
customers in the field.

16. Territory Management
Phase III – Advanced Territory Management
Account Valuation Preview
Highest Value

17. Territory Management
Course Review
 Territory Management is a systematic, logical process that allows you to
achieve optimal results from the potential customers in a given
geographic area.
 The primary objective of Territory Management is to maximize the
revenue and profit potential of your territory.
 You do that by prioritizing prospects and accounts to ensure that the
energy, budget, and time spent on them is in direct proportion to their
value.
 Leads may come from internal sources and your own research.
 Initially, calling prospects ensures they’re still in business and can save
you time. When you have an account base that you visit weekly, you
can see other prospects when you are in the area.
 For a new sales rep, Territory Management is a three-phase process.

18. Territory Management
Course Review
PHASE I: Prospecting Plan to PHASE II – Basic Territory PHASE III – Advanced Territory
Establish Accounts Management Plan to Solidify Management (Account
Core Account Base Deployment)
 Find leads.
 Continue to work with  Evaluate and rank account
 Map leads using Base +
accounts geographically to production and potential.
NEWS method (geographic
prospecting plan). further profile, confirm  Rework Territory Plan to
selection decision, and
 Qualify prospects, when possible. develop production.
spend the most time (more
than one visit per week) with
 Set appointments, when possible.
 Visit 5 accounts per day, and accounts with the most
 Visit prospects on appointments see 1-3 prospects per day (if value, and see remaining
or cold call leads. prospects are limited, see accounts geographically.
 See 8-12 prospects per day – run more accounts).  Visit 6 accounts per day, and
Broker Meetings and LO see 1-2 prospects per day (if
Presentations. prospects are limited, see
more accounts).
 Select, retire and acquire
accounts, as appropriate.

19. Territory Management
Course Review
 This concludes our course on Territory Management
 Thanks for your attention and efforts
 Best of success on the Course Assessment!