Recommended audience

• Sales Management & Leadership Professionals
• Head of Sales
• Sales Directors
• Account Directors

Type of audience

English-speaking UK and International

Description

The pressure on sales leaders to achieve profits and growth targets every year is relentless.

The chief executive of the Institute of Sales Professionals delivers a masterclass in how to plan and manage resources to keep hitting your number.

From the minutiae of which type of salesperson you put into which role, to strategic hints on managing rampant shareholder expectations, Andy Hough gives a detailed overview of how to plan for success.

Key takeaways

• The importance of territory design

• Understand macro vs micro territories

• Drivers and foundations of territory design

• The main macro vs micro considerations

• Using account information in territory design

CPD Points

CPD Points: One

Presenters

Andy Hough – Founder & Director, Institute of Sales Professionals

Andy has spent over 25 years in individual sales roles before developing his career into sales leadership across financial services and technology sectors, including companies such as Lloyds, Barclays, GE Capital and concluding as Vice President of Sales EMC (Now Dell | EMC).

Andy was a founder of the Association of Professional Sales (now the Institute of Sales Professionals) which over 8 years has grown into the world's only independent professional body focused on parity for professional sellers, providing learners and members with qualifications, certifications, forums, best practices and the world's largest on-line learning management system.