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Strategic Sales Planning and Territory Management

Program Objectives:

By the end of the program, participants will be able to:

  • Analyze the process of 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.
  • Comprehend the methods of effective territory management and strategic selling.
  • Revise sales strategies and provide proper sales training for sales force.

    • This Program is designed for:

    All sales managers, supervisors, key account sales people and other senior sales staff.

    Program Outline:

    Overall Planning Process Sales Force Structure and
    Organization
  • Overview of Sales Management
  • Activities Involved in Implementing a Sales
    Program
  • Evaluation and Control of Sales Force
    Performance
  • Supervisor Sales Training Program
  • Generalist and Specialist Sales Forces
  • Dividing the Sales Force
  • Planning Main Sales Training Seminar
    • Management of Self Strategic Selling
  • Time Management Techniques for Sales
    Professionals
  • Sales People Time Analysis
  • Managing Your Time for Better Sales Results
  • Corporate Training for Better Account
    Management
  • Buying Influences and Red Flags
    Identification
  • Working the Sales Funnel
  • Establishing Control Systems
  • Major Account Sales Strategy
  • Discover their Sales Strengths
  • Proactive Sales Management
  • Advanced Selling Strategies
  • Secrets of Great Sales 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

    • Pre-requisites

    None:
    Duration : 3 days

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