Course Outlines

Course I: Planning and Managing Sales Territories

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

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

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.

Class 9
Using Communication Tools Effectively

Utilizing Corporate Data Networks
Maximizing Wireless Technology
Initiating Messaging Systems
Using Third Party Providers

Class 10
Maximizing Your Travel Time

Developing Navigational Charts
Setting Travel Schedules
Utilizing Route Systems
Selecting Modes of Transportation

Class 11
Scheduling Sales Calls

Sales Prospecting
Making Cold Calls
Understanding Warm Calls
Leveraging Hot Leads

Class 12
Conducting The Perfect Call

Reviewing Your Plan
Pre-Call Preparation
Sales Meetings
Follow-up