Territory Manager
CERTIFICATION PROGRAM
Our Annual State of the Channel Report illuminated the evolving role of your outside sales team. More than ever, Territory Managers are expected to be less transactional and more consultative. Take this course for strategies in navigating the A2L Transition and Efficiency Tax Credits and Rebates, as well as understanding the Territory Manager's role and how you can help your customers build an effective and lasting business.
TERRITORY MANAGERS WILL LEARN HOW TO DRIVE TERRITORY GROWTH BY:
Developing Strategies
Developing strategies to help individual dealers based on their business needs & company structure.
Helping Your Dealers
Identifying 3 ways to help a dealer grow their business and increase their purchases.
Profit Potential
New product profit potential and developing personalized product implementation plans
Personal Action Plan
Creating a 1-year action plan for your top dealers
Post-workshop Implementation Coaching
After the workshop, we'll also schedule two 1-hour virtual check-in calls to ensure you're seeing the success you need
HVACR Industry & Regulatory Education
Also included in the program are two 1-hour virtual sessions with HARDI's experts: Alex Ayers, Vice President of Government Affairs and Tim Fisher, Director of Market Intelligence.
Additional Online Training Resources
Gain access to HARDI's learning management system for A2L training, HVAC industry basics, a job specific learning path, and much more.
Expected Outcomes of the Class:
Be more knowledgeable than your competitors.
Bring exceptional value every time you meet with a Dealer/Contractor
Help your Dealers/Contractors grow and become more profitable.
Increase your territory sales as your Dealers/Contractors grow.
Become recognized as the Territory Manager who can guide dealers/contractors through change in a rapidly changing industry.
Course Outline
Role of the Sales Associate: Building relationships, understanding dealer’s business, providing solutions, and driving company goals.
Structural Walls: Understanding dealer profiles and overcoming growth obstacles through structural wall analysis.
Focused Prospecting: Analyze territories effectively, develop and execute a targeted outreach plan, craft a compelling elevator pitch, and follow up efficiently to convert leads into customers.
Foundations of Profitability: Analyzing dealer financial statements and key profitability metrics.
Annualization: Using necessary information to establish sales prices and annualize opportunities.
Upsell: Strategies to increase sales and dealer profitability through upselling.
Accessories: Promoting system-enhancing accessories to consumers and dealers.
Financing: Leveraging financing options to drive upsells and accessories, and improving customer awareness.
Daily Activities of a Sales Associate: Effective daily planning, sales calls, and preparation for consistent success.
Resources & Implementation: Utilizing resources and SMART goals for effective implementation.
In partnership with:
Looking to bring this training to your team?
Contact HARDI's Talent Development team for pricing and details!
