Territory management is crucial to the success of the professional salesperson. The course will help sales people understand how to analyze and organize their customer base, how to assess their strengths, weaknesses, opportunities and threats versus their competitors and how to manage their time efficiently.

This course is part of the CPSA Skills For Sales Success Certification Program available on-line through the Learning Library or directly through the Canadian Professional Sales Association. The series has been designed to help sales professionals in all walks of life understand the key skills and foundations practiced by top salespeople everywhere.

Learning outcomes include: Conducting your analysis, The planning pyramid, Understanding how to calculate, Return on Time Invested, Conducting a S.W.O.T., Allocating your selling time, Competitive analysis, and Organizing your reporting and administrative duties.

CPSA would also like to acknowledge that the Skills For Sales Success online learning project is made possible, in part, through funding by Human Resources Development Canada.

1. Introduction to Territory Management
2. Planning For Profit
3. Return On Time Invested
4. S.W.O.T. Analysis
5. Competitive Analysis
6. Strategy Development
7. Processing Information
8. Administration and Reporting

Mr. LaValley is an active speaker, writer and educator in the areas of practice management and selling skills across Canada. He takes a unique approach to both topics and bases his education on understanding how the client perceives the sales process and how that affects how a sales practice is managed. In addition, he speaks and writes regularly on retirement lifestyle issues.

Mr. LaValley has been called “one of the best communicators in the Canadian Financial Services industry” by noted industry commentator Dan Richards, of Marketing Solutions. He has a solid reputation as a common sense, down to earth speaker on the topics he covers.