Territory Management Training
CellMark Chemicals is a global supplier of chemical products. The Division has 16 offices around the world and a rich, 100-year tradition of serving and improving the communities in which they operate. The global organization forges strong local ties and creates mutually beneficial relationships with partners. The European division operates via offices in France, Germany, Greece, Italy, Poland, Spain, & UK.
CellMark Chemicals focuses on the Industrial & Specialty Chemicals, and Health & Personal Care markets.
Background
The sales team are being required to make significant changes in their approach. Training is required to help them deliver this change. Members of the team included account managers from Poland, Germany, France, Italy, Spain and Greece.
Need
Give the team an opportunity to take responsibility for their own region and to be motivated and equipped to develop it. They will be required to develop a plan for their regions and the training needs to help them to do this.
Activity
A one day workshop was designed and delivered including the following elements:
- Review how all customers bring the same value and that we need to focus our activities on the “right” one.
- How to categorize customers and to focus on the most valuable customers.
- How to have the right customer portfolio (short term / long term sales / loyal / quick-in/out).
- How to use time the most efficient regarding traveling route, number of calls / visits needed.
Outcomes
Each account manager gained a simple structure / tool to develop an effective sales plan and prepare their individual two year sales plan for the own territory.
Participant feedback
“Very interesting day, thank you.”
“Excellent training and very practical.”
Client comment
“The session was tailored to our needs and delivered exactly what we asked for, thank you Martin.”