Territory Alignment & Business Planning

Territory Alignment & Business Planning

Optimal aligning of territories for sales medical representatives in a given region is an important task for first line managers. Our unique module simulates this challenge, helping managers to grasp the key concepts and rules of professional territory alignment process.

Key learning points include:

  • Professional territory alignment process
  • Select optimal criteria for business segment
  • Ensure long-term business outcomes in each territory
  • Effective sales planning, time & resource allocation

Territory Business Planning

Territory Business Planning

 Knowing the territory and potential of the bricks is the first step of sales person to achieve the sales targets. However, real-life experience shows that there is often a substantial discrepancy in understanding of potential and opportunities. We simulate this particular challenge, increasing the ability of sales people to recognize the potential, opportunity for growth and plan the activities effectively.

Key learning points include:

  • Understanding the potential and priorities among the bricks in territory
  • Building the Territory business plan
  • Creating individual strategy for the bricks
  • Effective time & resource allocation among bricks

Customer Profiling - Adapted for physician and pharmacy teams

Customer Profiling - Adapted for physician and pharmacy teams

Knowing the customer is the cornerstone of the success of sales force. However, real-life experience shows that there is often a substantial discrepancy between assumption and reality. The “customer profiling” module of Territoria tackles exactly this particular challenge, increasing the ability of sales people to assess the customer’s qualities precisely and objectively.

Key learning points include:

  • Obtaining and validating the sources of information about the customer
  • How to create a final picture of each customer
  • Assessing the potential and loyalty of the customer objectively
  • Understanding the market concentration and its business implications
  • Analyzing the position of the customer on segmentation matrix

Segmentation & Targeting

Segmentation & Targeting

Proper customer segmentation, targeting and the application of appropriate strategies for selected segments are the core components of modern territory management.
Territoria in its specially-developed module, covers all of these elements, creating a perfect virtual learning environment for participants to reach an outstanding performance in this managerial field.

Key learning points include:

  • Designing and aligning optimal customer segments on segmentation matrix
  • Choosing the optimal strategic approach for targeted customer segment
  • Implementing the selected segment strategy to maximize business results
  • Setting optimal visit frequency and allocating other resources for segment
  • Defining the right qualitative approach for segment

Customer Strategy

Customer Strategy

Customers in well-designed segments are reasonably similar, however, there are still substantial differences based on individual needs, requirements, attitudes, personality and external conditions.Consequently, an approach should be adapted that will utilize the full potential of the segments and, at the same time, respect these individual qualities of customers. Territoria allows participants to learn how to keep a balance between individualizing and respecting the standardized segment strategy, maximizing the customer equity of the company.

Key learning points include:

  • Understanding the principles of customer equity  
  • Creating individual strategy for the customer, following the segment strategy
  • Roles of both manager and representative in managing individual customers
  • Utilizing multichannel approach for maximal impact
  • How to deal with clients in different stages of the loyalty spiral

Territoria

 

Visit the Territoria Learning website to learn more about Territoria Learning's training, consulting and coaching related solutions for pharmaceutical companies.

Contact us if you would like more information on how we can help boost your teams in the above domains.