Territory management for inside sales t3

Territory Management for Inside Sales

Train the Trainer

Introductions

Your nameYour jobYour objective

Roadmap for the T3Sessions 1 and 2

Target audienceCourse overview & timingLogistics

MaterialsWorkshop set up

Preparation: Participants and ManagersCritical tools

Opportunity MapTerritory Plan

Module-by module reviewKey messagesDelivery suggestions and tipsQ&A

Session 3: Teach Back

3








4

Target Audience

Depth Telesales: Both IAMs and ITMsTele Lead & Regional DirectorVirtual team:

LOMsLocal marketingPAMsLocal technical supportAdministrative support staff who work with customer dataLocal solutions specialistsAny other local resource that works with the inside sales teams on a regular basis

Team them up in the workshop

5








6

Course Overview

IS reps need to understand how to develop an effective territory plan for their account portfolio and how to efficiently manage 200+ accounts with a focus on prioritization and maximizing their energies and efforts. This interactive workshop is designed to support each depth ISR to drive growth plans for their territory and to meet revenue goals by identifying potential revenue opportunities in a structured way. Using local subsidiary depth data each ISR will analyze their territory and develop a plan.

7

Course Overview

Business Objectives

Drive business growthImprove business relationships with your customersBalance and prioritize to deliver both short-term and long-term opportunitiesImprove sales performance through planning and prioritizing

Learning Objectives

Gain insight into your territory Segment accountsPrioritize potential opportunitiesLeverage resources effectivelyIdentify how marketing can help you optimize your businessCreate and implement a customer-centric plan for business growth and improved CPE in the territory

Workshop Objectives

©2008 The TAS Group. All rights reserved.


Agenda

9

Gain Insight into Your Territory

Segment Your Territory

$

$$

$$

Identify Your Resources

PTS

Other Solution Specialists

Sales Leadership

DepthDynamics Solution

Specialists

Product Groups LOMs/SEMs

PAMs

Territory Manager

Licensing Specialists

Leverage Marketing Campaigns

Ac

tiv

ity

Le

vel

Awareness Interest Preference Action

Sales

Marketing


Agenda

10

Implement Your Plan

Prepare

Implement

Monitor,Measure,Report

Workshop

Review withManagement

Allocate Resources

Finalize Plan

Review withVirtual Team

Review & Improve Your Opportunity Map

Develop Your Plan

Action Outcome

Action Outcome

Action Outcome

Objective Objective Objective Objective Objective

Targeted Opportunity Areas

Owner

Owner

Owner

Resources

Resources

Resources

Date

Date

Date

Action Outcome Owner Resources Date

Course OverviewTiming Day 1

11

Module Detail Timing

Introduction Manager, leader and participant Intros

9:00

Teach why and the process 9:15

Activity: Expectations 9:25

Activity debrief 9:45

Objectives, agenda, outcomes 10:00

Break 10:15

Gain Insight into Your Territory

POB, understanding your territory

10:30

Activity: Characterize your territory

10:45


Reflections discussion 11:20

Activity: Reflections 11:25

Course OverviewTiming Day 1, Continued

12


Segment Your Territory

POB, teach segmenting accounts 11:30

(Optional) Regional presentation on data

11:45

Lunch 12:15

Activity: Segment your accounts 13:15


Teach & discuss approaches, offerings, map terminology

13:50

Activity: Begin to develop your map

14:15


Teach & discuss grouping accounts

14:35

Activity: Continue development of the map

14:45

Course OverviewTiming Day 1, Continued

13


Break 15:00

Segment Your Territory (continued)

Teach sectors and sizing 15:15

Activity: Select & size territory sectors

15:20


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


Reflection 17:05

End day 1 17:10

Course OverviewTiming Day 2

14


Review Day 1 9:00

(Optional) Present Marketing Campaigns 9:15

Leverage Marketing Campaigns

Teach Marketing campaign elements

9:30

Activity: Leverage a marketing campaign

10:00


Break 10:35

Activity: Identify Marketing Campaigns

10:50


Recap work to date 11:15

Activity: Identify plan sectors 11:20

Reflection 11:30

Course OverviewTiming Day 2 Continued

15


Develop Your Plan Teach plan methodology 11:35

Activity: Develop an Objective and Action Plan

12:00


Lunch 12:40

(Optional) Activity: Develop 2nd objective, strategy and action plan

13:40

Reflection 14:05

Review & Improve Your Opportunity Map

Teach approach for review and set up activity

14:10

Conduct fishbowl review 14:25

Break 15:25

(Optional) Conduct Team Review (round robin)

15: 40

Course OverviewTiming Day 2 Continued

16


Review & Improve Your Opportunity Map (cont.)


Reflection 16:30

Implement your Plan Teach 16:35

Key insight discussion 16:50

Program Close 17:05

End Day 2 17:10








17

Materials

Participant Guides: slide notes pages without the notesWorksheets and handoutsPrinting Instructions

18

Worksheets and handouts

19

Title Use Module

Understand Your Territory Handout 1: Gain Insight …

Territory Plan Plan Template

1: Gain Insight… & throughout

Information Needed Worksheet 1: Gain Insight… & throughout

Reflections Worksheet 1. Gain Insight… & throughout

Account Segmentation Worksheet 2: Segment Your Territory

Account Approach Handout 2: Segment Your Territory

Opportunity Map Worksheet 2: Segment Your Territory

Opportunity Map sample Handout 2: Segment Your Territory

Marketing Campaign Worksheet 4: Leverage Marketing Campaigns

Review Worksheet 6: Review & Improve…

Management Guide Handout 7: Implement Your Plan

Printing InstructionsMicrosoft_TMIS_Printing_Instructions (Excel)

20

Logistics Management

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 roomParticipant 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.

Logistics for a Territory Management for Inside Sales Workshop

21

Workshop Set Up

Team tables and chairs in rounds or squares with an average of 4/5 participants to a tableA projector table or podium for the facilitator and needed projection equipment A chair for the facilitatorA separate table for workshop materialsTables if needed for coffee, lunch or break foodPower cord to each table or a nearby outlet4 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 participantEnsure that the meeting room has adequate security so that it can be locked during lunch and breaks

22








23

Participant Preparation

LaptopAccount 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.

Preparation for the Territory Management for Inside Sales Workshop

24


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

General Trends

25


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 territorySignificant territory partners. If you have information on preferred partners by account, bring that with youWhat competitors are predominant in your territory? Where are they winning and why? Where are you winning against them and why?

Microsoft Trends

26

Management Preparation

You will be asked to participate with the workshop facilitator on a conference call to prepare for the workshop and to made decisionsYou 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:

LOMsLocal marketingPAMsLocal technical supportAdministrative support staff who work with customer dataLocal solutions specialistsAny other local resource that works with the inside sales teams on a regular basis

Manager’s Preparation for a TMIS Workshop

27

Management Preparation

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.

Continued

28

Management preparation

Review product categories with the managerDefine a specific date for plan reviews

Guidance: 3 to 4 weeks after workshop

Provide laptopsMinimum 1 per table with prearranged teams and their data on the laptopIdeally, one per territory manager

Continued

29








30








31

Technology

Territory management for inside sales t3