Strategic Sales Planning and Territory Management
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Strategic Sales Planning and Territory Management Course
Introduction:
In this training course, we will dive into the process of sales planning and territory management. You will learn how to set goals, develop sales activities, and manage your time effectively. We will also explore useful tools for structuring routes and managing territories. Additionally, we will cover effective methods of territory management and strategic selling. Finally, we will discuss revising sales strategies and providing comprehensive sales training for your salesforce.
Course Objectives:
By the end of the program, participants will be able to:
- Analyze the process of the sales planning and territory management.
- Practice the effective ways of setting goals, developing sales activities, and managing time effectively.
- Use relevant tools for route structuring and territory management.
- Apply the methods of effective territory management and strategic selling.
- Revise sales strategies and provide proper sales training for salesforce.
- Successfully choose, target, and manage a territory, maximizing growth, and profit.
Who Should Attend?
All sales managers, supervisors, key account salespeople, and other senior sales staff.
Course Outlines:
Overall Planning Process
- Overview of Sales Management
- Activities Involved in Implementing a Sales Program
- Evaluation and Control of Sales Force Performance
- Supervisor Sales Training Program
Management of Self
- Time Management Techniques for
- Sales Professionals Sales People Time Analysis
- Managing Your Time for Better Sales Results
- Corporate Training for Better Account Management
Territory Management
- Generating New Accounts
- Computing the Cost per Call and Number of Calls Needed to Close a Sale ABC Account Classification and the Portfolio Model
- Designing Sales Territories Using Build-up and Breakdown Method
- Routing Patterns
Salesforce Structure and Organization
- Generalist and Specialist Sales Forces
- Dividing the Salesforce
Strategic Selling
- Buying Influences and Red Flags Identification
- Working the Sales Funnel
- How Sales People Think, Feel and Behave
- Establishing Control Systems
- Major Account Sales Strategy
- Discover their Sales Strengths
- Proactive Sales Management
- Advanced Selling Strategies
- Secrets of Great Sales Management