Sales Territory Analysis and Management Training

Learning Outcomes

• Apply sales territory analysis techniques to evaluate market potential and customer distribution.
• Analyze sales data and demographic information to identify high-potential segments and emerging trends.
• Evaluate current territory performance against key metrics such as revenue, market share, and customer satisfaction.
• Design a strategic territory plan that optimizes resource allocation, routing, and coverage.
• Implement monitoring and review mechanisms to adjust territory strategies based on performance feedback.
• Demonstrate the ability to present territory analysis findings and recommendations to stakeholders.

Target Audience

Sales managers, business development professionals, and sales representatives who are responsible for managing and analyzing sales territories to improve performance and achieve organizational goals.

Prerequisites

None — open enrollment.

Course Outline

Practicals

Overview

Practicals are essential for applying theoretical concepts to real-world scenarios. Learners will use data and software tools to map territories, design sales coverage, and monitor performance, ensuring they can implement effective territory management in their own organisations.

Practical Activities

• Territory Mapping Exercise — Using sample customer data, learners geocode locations and create visual territory maps with GIS software. (4h)
• Territory Design Workshop — Learners apply clustering and equalisation techniques to design balanced territories from provided datasets. (4h)
• Performance Dashboard Creation — Using spreadsheet software, learners build a dashboard with KPIs to monitor territory performance. (4h)
• Comprehensive Territory Analysis Case Study — In groups, learners complete a full territory analysis from data collection to strategic recommendations, then present their plan. (4h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.