Course objective

•  Analyze the process of sales planning and territory management.
• Practice effective ways of setting goals, developing sales activities and managing time.
• Use relevant tools for route structuring and territory management.
• Apply effective territory management and strategic selling methods.
• Revise sales strategies and provide proper sales training for sales force.
•  Successfully choose, target and manage a territory, maximizing growth and profit

Who Can Benefit?

• All sales managers
• Supervisors
• Key account sales
• Other senior sales staff.

Course outlines.

• Sales Planning Process
  • Setting SMART Objectives
  •  Developing a Sales Plan to Achieve Objectives
  • Scheduling of Activities
  • Monitoring and Evaluation of Sales Activities
•  Management of Self and Time
  • Time Management Techniques for Sales Professionals
  •  Sales People Time Analysis
  • Managing your Time for Better Sales Results
  •  Follow up and Paper Work
  • Dealing with Time Wasters
  • Setting Monthly and Daily Priorities
  • Daily Sales Planner
  • Salesman Journey Plan
•  Targeting Attractive Accounts
  • Competitive Analysis
  • Attractiveness Analysis
  • Capability Analysis
  • Account Selection Matrix
•  Territory Management
  • Generating New Accounts
  • Managing Existing 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
• Basic Routing Pattern
  • Route Structuring and Management
• Sales Force Structure and Organization
  • Generalist and Specialist Sales Forces
  • Dividing the Sales Force
•  Professional Behavior
  • How Sales People Think, Feel and Behave
  • Sales People Non Verbal Behavior
  • Building Self Confidence
  • Assertive Behavior
  • Controlling your Nervousness
  • Dealing with Difficult Customers
  •  Relationship with Competition
  • Secrets of Great Sales Management
  •  Stress Management

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