Territory/Account Development Assets

Making the Complex Simple

These training assets are designed to enhance the sales rep skills required to manage and penetrate a territory, set of accounts or named account.  The skills taught across these assets will help your sales reps better navigate the appropriate stakeholders, identify opportunity and white-space, and generate interest where it matters.  Each asset includes both Sales Rep and Manager content as well as detailed guidance on how to launch, deploy, coach and reinforce the covered skills.

While some assets have hard prerequisites, many of these assets can be deployed if and when you feel it’s appropriate.  However, if you are looking to maximize your sales rep skill set, the following order is recommended (note:  if you do not have a Platinum Subscription, you can simply skip the Platinum Assets).

Developing an Effective Territory Development Plan

Improve the sales rep’s ability to effectively analyze a territory or set of accounts, identify where the opportunity exists, and develop a plan to generate interest and capture market share

Asset Level: Gold

Required Pre-requisite: None

Recommended Pre-requisite: None

Coming Soon

Developing an Achievable, Long-term Account Plan

Improve the sales rep’s ability to effectively analyze an account, identify where the opportunity exists, and develop a plan to generate interest and capture wallet share

Asset Level: Gold

Required Pre-requisite: None

Recommended Pre-requisite: None

Not Currently Available

Territory Demand Generation

Improve the sales rep’s ability to define and execute a demand generation plan that improves awareness and reveals opportunity across a geography or set of accounts

Asset Level: Platinum

Required Pre-requisite: Developing an Effective Territory Development Plan

Recommended Pre-requisite: None

Not Currently Available

Account Demand Generation

Improve the sales rep’s ability to define and execute a demand generation plan that improves awareness and reveals opportunity within an account

Asset Level: Platinum

Required Pre-requisite: Developing an Achievable, Long-term Account Plan

Recommended Pre-requisite: None

Not Currently Available

Navigating and Motivating Territory Stakeholders

Improve the sales rep’s ability to identify, navigate and motivate the mavens and other key players in a geography or set of accounts

Asset Level: Platinum

Required Prerequisite: Developing an Effective Territory Development Plan

Recommended Prerequisite: None

Not Currently Available

Navigating and Motivating Account Stakeholders

Improve the sales rep’s ability to identify, navigate and motivate the key influencers in an account

Asset Level: Platinum

Required Prerequisite: Developing an Achievable, Long-term Account Plan

Recommended Prerequisite: None

Not Currently Available