territory management for inside sales t3
DESCRIPTION
TM t3TRANSCRIPT
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
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
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
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
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.
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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.
©2008 The TAS Group. All rights reserved.
Agenda
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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
©2008 The TAS Group. All rights reserved.
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
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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
Activity debrief 11:15
Reflections discussion 11:20
Activity: Reflections 11:25
Course OverviewTiming Day 1, Continued
12
Module Detail Timing
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
Activity debrief 13:45
Teach & discuss approaches, offerings, map terminology
13:50
Activity: Begin to develop your map
14:15
Activity debrief 14:30
Teach & discuss grouping accounts
14:35
Activity: Continue development of the map
14:45
Course OverviewTiming Day 1, Continued
13
Module Detail Timing
Break 15:00
Segment Your Territory (continued)
Teach sectors and sizing 15:15
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
Course OverviewTiming Day 2
14
Module Detail Timing
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
Activity debrief 10:30
Break 10:35
Activity: Identify Marketing Campaigns
10:50
Activity debrief 11:10
Recap work to date 11:15
Activity: Identify plan sectors 11:20
Reflection 11:30
Course OverviewTiming Day 2 Continued
15
Module Detail Timing
Develop Your Plan Teach plan methodology 11:35
Activity: Develop an Objective and Action Plan
12:00
Activity debrief 12:30
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
Module Detail Timing
Review & Improve Your Opportunity Map (cont.)
Activity debrief 16:20
Reflection 16:30
Implement your Plan Teach 16:35
Key insight discussion 16:50
Program Close 17:05
End Day 2 17:10
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
17
Materials
Participant Guides: slide notes pages without the notesWorksheets and handoutsPrinting Instructions
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Worksheets and handouts
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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)
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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
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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
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
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Participant Preparation
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
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Participant Preparation
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
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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
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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
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
30
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
31