Business Territory Optimization, Crisis Response Leadership & High-Performance Sales Management
Venue: Lake Naivasha Resort, Naivasha-Kenya
Date: 9th - 14th November 2026
Cost: Kshs. 86,000 / USD 850
CPD points: 10
Overview
Grow revenue and keep sales on track through market shocks with this business territory optimization, crisis response leadership and high-performance sales management training. The program teaches sales leaders to design balanced territories, set targets, coach teams and protect pipelines during disruption. Participants will learn to use sales data for coverage planning, manage performance and lead teams with confidence when markets change. Through case studies and planning exercises, attendees will build practical sales plans. This program is essential for sales managers, regional managers and business development leaders.
Objectives
- Design and balance sales territories using market data
- Set realistic sales targets and quotas
- Plan customer coverage and route optimization
- Build and manage a healthy sales pipeline
- Coach sales teams for consistent high performance
- Use sales dashboards and KPIs to track results
- Lead sales teams through market crises and disruptions
- Adjust pricing, channels and messaging during downturns
- Develop motivation and incentive schemes that drive results
Target Audience
- Sales managers and regional sales managers
- Business development leaders
- Key account managers
- Commercial and marketing directors
- Sales operations analysts
- Entrepreneurs leading sales teams
Methodology
- Territory mapping workshops
- Sales forecasting exercises
- Crisis response simulations
- Coaching role-plays
- Case studies of sales turnarounds
- Dashboard review sessions
- Sales plan development
