TM Elite Academy

Territory Manager Development Assessment

Share your ideas, feedback, and suggestions to help shape the contractor business development platform.

Participant InformationNameEmailTerritoryBranch(es) CoveredYears with FergusonPrimary Market FocusNumber of Active AccountsAnnual Territory Volume ($)Largest Account Annual Spend ($)Top Growth Opportunity AccountWhat percentage of your territory volume comes from your Top 10 accounts?

Less than 25% 25–50% 51–75% More than 75%

Current Business Assessment

Rate your confidence in each area (1 = Need Significant Help, 5 = Very Confident).

Skill Area12345

Growing Share of Wallet12345

Prospecting New Accounts12345

Identifying Upsell Opportunities12345

Business Planning12345

Contractor Relationship Building12345

Presenting New Products/Programs12345

Handling Objections12345

Negotiation Skills12345

Time Management12345

Closing Business12345

Territory AnalysisWhat is your biggest challenge right now?Approximately what percentage of your customers' total spend do you currently capture?What prevents you from capturing more of your customers' spend?

Opportunity Development

Select your Top 3 areas for development.

Prospecting Business Planning Account Penetration Cross-Selling Categories Pricing Conversations Objection Handling Presenting Value Executive-Level Conversations Contractor Financial Discussions Time Management Closing Skills Leadership Influence

Customer Conversations

How often do you discuss each topic with customers?

TopicNeverSometimesOften

Business GoalsNeverSometimesOften

Growth PlansNeverSometimesOften

Staffing ChallengesNeverSometimesOften

MarketingNeverSometimesOften

ProfitabilityNeverSometimesOften

Product MixNeverSometimesOften

Competitive ThreatsNeverSometimesOften

Training Priorities

Top 3 topics you would like covered during TM Elite Academy.

Topic 1Topic 2Topic 3What is one skill that, if improved, would have the greatest impact on your results?What is one business goal you want to accomplish in the next 12 months?What would make TM Elite Academy a huge success for you?

Manager Feedback (Optional)If your manager could improve one thing about your performance that would most impact your results, what would it be?

Thank you!

Your Territory Manager Development Assessment has been submitted successfully.