This interactive workshop covers the essential skills needed to master the key elements of strategic sales planning. The course uses a combination of self-assessment, case examples, group discussions, and individual feedback to help prepare participants for the daily challenge of professionally managing a sales territory.
Class 1: Setting Sales Goals
Elements of Worthy Sales Goals
Prioritizing Sales Related Activity
Establishing Developmental Goals
Outlining Productivity Goals
Class 2: Conducting Complete Market Analysis
Identifying Top Industry Groups
Mapping Key Account Locations
Ranking and Prioritizing Markets
Market Penetration and Share
Class 3: Utilizing Strategic Planning
Instituting a Company Review
Building Customer Profiles
Understanding Competitive Forces
Establishing Your Sales Process
Class 4: Implementing Sales Tracking
Examining Sales Cycles
Developing Tracking Methods
Setting Sales Time Lines
Accurately Forecasting Sales
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Course II Sales Organizing and Account Management
Make a quantum improvement in your organizational skills by participating in this foundational workshop. This course explores techniques and tools anyone can use to enhance their professional performance in the field. It describes in detail how to acquire, set-up, and use sales management systems that improve efficiency. The material represents actual examples that have proven to produced measurable results.
Class 5: Develop Simple and Effective Filing Systems
Document Sales Related Activity
Maintain Critical Account Information
Develop Sales Reporting Systems
Track Business Expenses
Class 6: Establish Powerful Sales Management Logs
Create Sales Management Books
Build Target Lists
Set up Activity Logs
Develop Expense Logs
Class 7: Create High-Impact Sales Presentation Cases
Organizing Your Briefcase
Presenting Sales Material
Utilizing Sample Cases
Using Portfolios
Class 8: Storing Sales Data Safely and Efficiently
Business Organizers
Central Databases
CRM Systems
Notebook Computer
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Course III Time Management and Field Sales Efficiency
Accelerate your sales growth with the latest time management tools and techniques. This course provides sales people with a unique insight into the use of time management tools. It explores several different types of time management options and offers practical advice on how best to use them. Participants take away a mastery of sales communication and scheduling.
