Sales

ico-sprites Duration: 2 Days

price tag Price:  $199.95   $179.95

[icon name="group"  align="left" size="17"]  Audience: Field and distribution sales persons

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Overview

Sales Territory Planning  Routing Your success as a field and distribution sales professional will ultimately depend on how efficiently and effectively you can manage your sales territory by building strong sales pipelines and advancing sales opportunities with a focus on growing relationships with key and high potential customers.

As a field sales person, you are accountable for the quality, direction and quantity of your sales activity within your territory. How well you plan and manage these three factors will ultimately decide your overall success. When territories are managed properly, key customer relationships are being grown, account plans and key sales opportunities are being advanced and sales territory targets are being achieved. This can only happen through structured territory business planning and proactively exploring territory growth.

This training programs aims to introduce a simple 5 step process to properly manage and plan your sales territory. The process serves as a plan or a guideline from setting strategic sales goals based on your close analysis of both your territory itself and scoring your customers for their potential to following best practice territory routing and coverage patterns and evaluating your results.


  Course objectives:

By the end of this training course participants will be able to:

[icon name="pencil" size="15" color="#6bab13" ]  Follow a structured step by step approach to plan sales activity within their sales territories.

[icon name="pencil" size="15" color="#6bab13" ]  Understand the criteria for determining real customer potential

[icon name="pencil" size="15" color="#6bab13" ]  Determine sales territory potential and assess strengths, weaknesses, opportunities and threats within the sales territory

[icon name="pencil" size="15" color="#6bab13" ]  Set strategic objectives and goals for their sales territories.

[icon name="pencil" size="15" color="#6bab13" ]  Explore best practice sales territory routing patterns for efficient and effective coverage.


Outline of topics:

Introduction: Quantity, Direction & Quality of sales

bullet My circles of influence and concern.
bullet Quantity, Direction & Quality.
bullet Being efficient and effective.
bullet Introduction – The 5 Step sales territory planning & routing

  
 Step 1 : Sales Territory Analysis:

bullet Territory competition analysis
bullet Territory potential analysis.
bullet Sales Territory SWOT analysis.
bullet SWOT analysis skill practice activity.

   
Step 2 : Customer potential analysis and scoring:

bullet Key customer potential concepts.
bullet What makes a customer “Attractive”?
bullet Collecting information about customer potential.
bullet Calculating real customer potential.

  
 Step 3 : Strategic Territory Objective:

bullet Why set goals and objectives?
bullet Setting strategic sales goals for your territory.
bullet Making sure your goals are SMART

   
Step 4 : Territory Routing & Coverage Management:

bullet What are territory routing patterns?
bullet Accumulating effort across your territory.
bullet Blocking your territory.
bullet Using territory routing software.

   
Step 5 : Measure, Evaluate & take corrective action where needed:

bullet Measuring and evaluating performance.
bullet Taking corrective action.
bullet Common sales activity time traps.

Competitive review game - An Exciting review challenge (Power Point Game) to end your training on a high note!


The Fully Customizable Training package includes:

Fully scripted Trainer Guide:

[icon name="pencil" size="15" color="#6bab13" ]  Pre-training assignment

[icon name="pencil" size="15" color="#6bab13" ]  Examples and sales planning best practice

[icon name="pencil" size="15" color="#6bab13" ]  Hands-on activities that use your own sales data

[icon name="pencil" size="15" color="#6bab13" ]  Facilitator-led group discussions

[icon name="pencil" size="15" color="#6bab13" ]  Contingency planning scenarios

Participant Reference Workbook

PowerPoint Slide Presentation

Bonus Materials:

[icon name="pencil" size="15" color="#6bab13" ]  Sales Territory Planning & Routing form -   A document listing the planning & routing process that serves as a  quick reminder of the 5 step process.

[icon name="pencil" size="15" color="#6bab13" ]  Customer Rating Tool -   An excel  sheet listing examples of  both quantitative and qualitative criteria for evaluating customers importance and potential.

 

Buy now..! download instantly and get an additional bonus:
  22 games and activities you can use to enrich your trainings.
  Useful training forms (Evaluation forms, certificates).
  All you need to run a great training program.
  A fun, engaging Power Point review game to easily review key questions and concepts, improve retention through a competitive challenge designed to be the grand finale of your training program.




Training material samples

 

For random slide samples, Click thumbnails below for larger images.

 

For random workbook samples, Click thumbnails below for larger images.

 

For random trainer guide samples, Click thumbnails below for larger images.


Plus a great bonus!

A Power Point Review game to excite your participants about your training material where they compete to win by answering questions about the training program in a series of fun rounds.

The competitive Power Point game is fully customizable, just change the questions/answers, images, backgrounds...etc. Save as a new file & create 100's of other review games for any training materials or program to always end your training program on a high note.

 

What do I get exactly?
You receive a zipped file instantly upon purchase that includes the following in MS office format:

[icon name="pencil" size="15" color="#6bab13" ]  Trainer Guide (58 Pages).
[icon name="pencil" size="15" color="#6bab13" ]  Student workbook (60 Pages).
[icon name="pencil" size="15" color="#6bab13" ]  Slide deck (54 slides).
[icon name="pencil" size="15" color="#6bab13" ]  Bonus activities ( 22 activities ).
[icon name="pencil" size="15" color="#6bab13" ]  Training support documents ( Training evaluation forms, 5 certificate templates, program outline).
[icon name="pencil" size="15" color="#6bab13" ]  Review game.

 

Get it all now!

price tag Price:  $199.95   $179.95Great value courseware and training materials

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CONSIDER GETTING THE COMPLETE Sales EXCELLENCE SERIES

3 Complete courseware packages
 sales-series

 In ONE

Get the full Sales excellence series and receive all Three courses Sales Management + Professional Selling Skills + Sales Territory Planning & Routing for one low price of $349.95


Buy Now, Download Instantly, Get A Bonus
22 games and activities you can use to enrich your trainings.
Useful training forms (Evaluation forms, certificates).
All you need to run a great training program.
A fun, engaging Power Point review game to easily review key questions and concepts, improve retention through a Competitive challenge designed to be the grand finale of your training program.
Competitive Review Game

A Power Point Review game to excite your participants about your training material where they compete to win by answering questions about the training program in a series of fun rounds.

The competitive Power Point game is fully customizable, just change the

questions/answers, images, backgrounds...etc. Save as a new file & create 100's of other review games for any training materials or program to always end your training program on a high note.

Why Buy

Our Training Packages

Great value for a small investment

Great value for a small investment

Receive a package of extensive and well structured training course materials complete with comprehensive trainer guides, delegate workbooks, power point slides, activities and exercises as well as several support documents from evaluation sheets to attendance certificates so you have all you need to run a successful training program.

100% customizable

100% customizable

You can easily customize, personalize and tailor each training course material package to match your training objectives and the training needs of your audience. You even have full rights to brand it with your own brand name. (We only do NOT allow re-sale of our training course material packages)

Standalone modules can easily be added to enliven your training material

Standalone modules can easily be added to enliven your training material

Each training program is logically structured into standalone modules each focusing on a specific topic for ease of customization, addition or incorporation into your own existing course materials

Get new ideas for activities, exercises and games

Get new ideas for activities, exercises and games

Each of our training course material packages includes a plethora of self discovery exercises, activities and games addressing specific key learning points giving you more ideas for activities and interaction to enliven your existing course materials.

Fun, competitive review game to end on a high note

Fun, competitive review game to end on a high note

An exciting and competitive review game (In Power Point) to easily review the content, enhance retention and ensure your participants stay engaged till the very end. (The Power Point game is fully customizable and can be used to create similar review games for other training materials and courses).

Download and get it immediately

Download and get it immediately

All our course material packages are instantly downloaded so you get it immediately after successfully completing your purchase.

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We provide niche courseware packages and training materials that are highly effective and interactive. For example, we have courses specific to the retail industry such as retail selling skills and retail sales forecasting and planning and call center specific training like controlling calls, handling angry callers and telephone debt collection. Unlike many other internet sites who have hundreds of ineffective canned packaged courses, our targeted soft skills topics have been very carefully developed targeting specific skills and attitudes using innovative training models and hands-on activities. Most of our training materials and courseware packages have been tried and tested and successfully delivered to professionals from senior managers to frontline employees

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