TM t3

1. Territory Management for Inside Sales
Train the Trainer

2. Introductions
Your name
Your job
Your objective

3. Roadmap for the T3
Sessions 1 and 2
Target audience
Course overview & timing
Logistics
Materials
Workshop set up
Preparation: Participants and Managers
Critical tools
Opportunity Map
Territory Plan
Module-by module review
Key messages
Delivery suggestions and tips
Q&A
Session 3: Teach Back
3

4. Roadmap for the T3
Sessions 1 and 2
Target audience
Course overview & timing
Logistics
Materials
Workshop set up
Preparation: Participants and Managers
Critical tools
Opportunity Map
Territory Plan
Module-by module review
Key messages
Delivery suggestions and tips
Q&A
Session 3: Teach Back
4

5. Target Audience
Depth Telesales: Both IAMs and ITMs
Tele Lead & Regional Director
Virtual team:
LOMs
Local marketing
PAMs
Local technical support
Administrative support staff who work with customer data
Local solutions specialists
Any other local resource that works with the inside sales teams on
a regular basis
Team them up in the workshop
5

6. Roadmap for the T3
Sessions 1 and 2
Target audience
Course overview & timing
Logistics
Materials
Workshop set up
Preparation: Participants and Managers
Critical tools
Opportunity Map
Territory Plan
Module-by module review
Key messages
Delivery suggestions and tips
Q&A
Session 3: Teach Back
6

7. Course Overview
IS reps need to understand how to develop an effective
territory plan for their account portfolio and how to efficiently
manage 200+ accounts with a focus on prioritization and
maximizing their energies and efforts.
This interactive workshop is designed to support each depth
ISR to drive growth plans for their territory and to meet
revenue goals by identifying potential revenue opportunities
in a structured way.
Using local subsidiary depth data each ISR will analyze their
territory and develop a plan.
7

8. Course Overview
Workshop Objectives
Business Objectives Learning Objectives
Drive business growth Gain insight into your territory
Improve business relationships with Segment accounts
your customers Prioritize potential opportunities
Balance and prioritize to deliver both Leverage resources effectively
short-term and long-term opportunities
Identify how marketing can help you
Improve sales performance through optimize your business
planning and prioritizing
Create and implement a customer-
centric plan for business growth and
improved CPE in the territory
©2008 The TAS Group. All rights reserved.

9. Agenda
Gain Insight into Your Territory Identify Your Resources
PAMs
Product Groups LOMs/SEMs
Dynamics
Depth Territory Solution
Specialists
Manager
Other Solution
Sales Leadership
Specialists
Licensing
PTS
Specialists
Segment Your Territory Leverage Marketing Campaigns
Sales
$
Leve
Acti
vity
$
l
$ $ Marketing
$
Awareness Interest Preference Action
©2008 The TAS Group. All rights reserved. 9

10. Agenda
Develop Your Plan Implement Your Plan
Targeted Opportunity Areas Monitor,
Prepare
Measure, Workshop
Report
Objective Objective Objective Objective Objective
Review with
Implement
Virtual Team
Allocate Review with
Resources Management
Action Outcome Owner Resources Date
Finalize
Plan
Action Outcome Owner Resources Date
Action Outcome Owner Resources Date
Action Outcome Owner Resources Date
Review & Improve Your
Opportunity Map
©2008 The TAS Group. All rights reserved. 10

11. Course Overview
Timing Day 1
Module Detail Timing
Introduction Manager, leader and participant 9:00
Intros
Teach why and the process 9:15
Activity: Expectations 9:25
Activity debrief 9:45
Objectives, agenda, outcomes 10:00
Break 10:15
Gain Insight into Your POB, understanding your territory 10:30
Territory
Activity: Characterize your territory 10:45
Activity debrief 11:15
Reflections discussion 11:20
Activity: Reflections 11:25
11

12. Course Overview
Timing Day 1, Continued
Module Detail Timing
Segment Your Territory POB, teach segmenting accounts 11:30
(Optional) Regional presentation on 11:45
data
Lunch 12:15
Activity: Segment your accounts 13:15
Activity debrief 13:45
Teach & discuss approaches, 13:50
offerings, map terminology
Activity: Begin to develop your map 14:15
Activity debrief 14:30
Teach & discuss grouping accounts 14:35
Activity: Continue development of the 14:45
map
12

13. Course Overview
Timing Day 1, Continued
Module Detail Timing
Break 15:00
Segment Your Territory Teach sectors and sizing 15:15
(continued)
Activity: Select & size territory sectors 15:20
Activity debrief 15:50
Reflections 15:55
Identify Your Resources POB, Review resources 16:00
Activity: Identify your resources 16:15
Activity Debrief 16:35
Activity: Allocate resources 16:45
Activity debrief 17:00
Reflection 17:05
End day 1 17:10
13

14. Course Overview
Timing Day 2
Module Detail Timing
Review Day 1 9:00
(Optional) Present Marketing Campaigns 9:15
Leverage Marketing Teach Marketing campaign elements 9:30
Campaigns
Activity: Leverage a marketing 10:00
campaign
Activity debrief 10:30
Break 10:35
Activity: Identify Marketing 10:50
Campaigns
Activity debrief 11:10
Recap work to date 11:15
Activity: Identify plan sectors 11:20
Reflection 11:30
14

15. Course Overview
Timing Day 2 Continued
Module Detail Timing
Develop Your Plan Teach plan methodology 11:35
Activity: Develop an Objective and 12:00
Action Plan
Activity debrief 12:30
Lunch 12:40
(Optional) Activity: Develop 2nd 13:40
objective, strategy and action plan
Reflection 14:05
Review & Improve Your Teach approach for review and set up 14:10
Opportunity Map activity
Conduct fishbowl review 14:25
Break 15:25
(Optional) Conduct Team Review 15: 40
(round robin)
15

16. Course Overview
Timing Day 2 Continued
Module Detail Timing
Review & Improve Your Activity debrief 16:20
Opportunity Map (cont.)
Reflection 16:30
Implement your Plan Teach 16:35
Key insight discussion 16:50
Program Close 17:05
End Day 2 17:10
16

17. Roadmap for the T3
Sessions 1 and 2
Target audience
Course overview & timing
Logistics
Materials
Workshop set up
Preparation: Participants and Managers
Critical tools
Opportunity Map
Territory Plan
Module-by module review
Key messages
Delivery suggestions and tips
Q&A
Session 3: Teach Back
17

18. Materials
Participant Guides: slide notes pages without the notes
Worksheets and handouts
Printing Instructions
18

19. Worksheets and handouts
Title Use Module
Understand Your Territory Handout 1: Gain Insight …
Territory Plan Plan Template 1: Gain Insight… & throughout
Information Needed Worksheet 1: Gain Insight… & throughout
Reflections Worksheet 1. Gain Insight… & throughout
Account Segmentation Worksheet 2: Segment Your Territory
Account Approach Handout 2: Segment Your Territory
Opportunity Map Worksheet 2: Segment Your Territory
Opportunity Map sample Handout 2: Segment Your Territory
Marketing Campaign Worksheet 4: Leverage Marketing
Campaigns
Review Worksheet 6: Review & Improve…
Management Guide Handout 7: Implement Your Plan
19

20. Printing Instructions
Microsoft_TMIS_Printing_Instructions (Excel)
20

21. Logistics Management
Logistics for a Territory Management for Inside Sales Workshop
Conference call
Facilitator, the Regional Tele Director and local managers
Review “Manager‟s Preparation for a TMIS Workshop”
Access time to set up the workshop room
Participant Preparation
Distribute “Preparation for a Territory Management for Inside Sales
Workshop”
2 weeks in advance of the workshop date.
Production of the workshop materials
“Microsoft TMIS Materials Printing Instructions” document.
21

22. Workshop Set Up
Team tables and chairs in rounds or squares with an average of 4/5
participants to a table
A projector table or podium for the facilitator and needed projection
equipment
A chair for the facilitator
A separate table for workshop materials
Tables if needed for coffee, lunch or break food
Power cord to each table or a nearby outlet
4 flip chart easels with paper and flip chart markers (2 next to
facilitator‟s area, and the other 2 in the two rear corners of the room)
Name tent cards for the facilitator and each participant
Ensure that the meeting room has adequate security so that it can be
locked during lunch and breaks
22

23. Roadmap for the T3
Sessions 1 and 2
Target audience
Course overview & timing
Logistics
Materials
Workshop set up
Preparation: Participants and Managers
Critical tools
Opportunity Map
Territory Plan
Module-by module review
Key messages
Delivery suggestions and tips
Q&A
Session 3: Teach Back
23

24. Participant Preparation
Preparation for the Territory Management for Inside Sales Workshop
Laptop
Account listing, sorted:
Accounts sorted high to low based on LTV (Lifetime Value)
Accounts sorted high to low based on number of PCs
Marketing campaigns and events available
Next 3 to 6 months.
24

25. Participant Preparation
General Trends
Spend some time investigating and thinking about the
following:
What is the general economic environment like in my territory?
What are the predominant vertical markets represented in my list of
accounts? (I.e. do I have a large number of banks or tourism-
related businesses?
What are the industry conditions and trends in each significant
vertical market?
What accounts, if any, in my territory would be considered as „best
in class‟ by their peers? (In other words, what accounts are leaders
in their field?)
What government regulations and policies are impacting accounts
in my territory?
What other factors are having an impact on my territory
25

26. Participant Preparation
Microsoft Trends
Spend time investigating and considering the following:
Microsoft revenue trends (Examples: growing stronger than the
market, experienced a 20 % growth last year, etc.)
Microsoft license penetration (bring information by account)
Category of product coverage (Examples: I see growing interest in
Dynamics CRM. We have grown the penetration of SharePoint
significantly in the last 6 months. The largest revenue opportunity
at this time is SQL.)
Anti piracy trends in your territory
Significant territory partners. If you have information on preferred
partners by account, bring that with you
What competitors are predominant in your territory? Where are
they winning and why? Where are you winning against them and
why?
26

27. Management Preparation
Manager’s Preparation for a TMIS Workshop
You will be asked to participate with the workshop facilitator on a
conference call to prepare for the workshop and to made decisions
You should plan to attend the workshop
Learn the tools and process
Coach your teams both during the workshop and post-workshop
Significant virtual team members present and actively
participating. The following functions should be considered:
LOMs
Local marketing
PAMs
Local technical support
Administrative support staff who work with customer data
Local solutions specialists
Any other local resource that works with the inside sales teams on a
regular basis
27

28. Management Preparation
Continued
Provide the participants with a schedule of upcoming marketing
events and campaigns, as well as a brief description.
The primary approach to segmenting accounts will be a
combination of Lifetime Value and number of PCs. Please ensure
that your team members have access to that data for their workshop. If
you use a different approach, it is critical that you discuss this with the
facilitator on the conference call.
Regarding the data and information the team has, there will be an
opportunity to review with the participants during the workshop
any new data or information that may be available to them. Please
discuss this with your workshop facilitator on the conference call.
28

29. Management preparation
Continued
Review product categories with the manager
Define a specific date for plan reviews
Guidance: 3 to 4 weeks after workshop
Provide laptops
Minimum 1 per table with prearranged teams and their data on the
laptop
Ideally, one per territory manager
29

30. Roadmap for the T3
Sessions 1 and 2
Target audience
Course overview & timing
Logistics
Materials
Workshop set up
Preparation: Participants and Managers
Critical tools
Opportunity Map
Territory Plan
Module-by module review
Key messages
Delivery suggestions and tips
Q&A
Session 3: Teach Back
30

31. Roadmap for the T3
Sessions 1 and 2
Target audience
Course overview & timing
Logistics
Materials
Workshop set up
Preparation: Participants and Managers
Critical tools
Opportunity Map
Territory Plan
Module-by module review
Key messages
Delivery suggestions and tips
Q&A
Session 3: Teach Back
31