Effective territory management is a foundation of successful selling. There are a variety of decisions that sales professionals make to manage their sales territories. These decisions encompass both organizing information and setting priorities.  This course highlights some of the key decisions that sales professionals should make to enhance their sales productivity.

You will learn how to prioritize your prospects and customers so you allocate the most time to the customers who are more likely to contribute to your sales success.  Time management is a skill to develop so you can shorten your sales cycle and become more efficient as you sell. When you use your Customer Relationship Management (CRM) systems effectively you will learn how to automate your sales process and discover a useful selling tool.      

Learning Objectives
  • Identify key information to use in a CRM system      
  • Discover how to prioritize accounts so you maximize your selling time
  • Explore ways to prepare for a sales call to increase your productivity 
Last updated/reviewed: March 13, 2024

Included In Certifications

This course is included in the following Certification Programs:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials
1 Review (4 ratings)


Anonymous Author
The information was helpful. Not sure if all of it applied Will continue on for the next chapter to see if things get more specific.

Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Territory Management12:02
  Time Management11:19
  Time Management Questions7:06
  CRM Use6:03
  Territory Management36:31
  Slides: Territory ManagementPDF
  Territory Management Glossary/IndexPDF