THE SELLING ACADEMY
Would you like to be able to efficiently and effectively manage your sales territory?
And use a structured step by step approach to be able to plan sales activities within your sales territory?
How about have a strategy in order to increase sales and cut costs?
Field and distribution sales persons
Introduction: Quantity, Direction and Quality of Sales
Step 1: Sales Territory Analysis
Step 2: Customer Potential Analysis and Scoring
Step 3: Strategic Territory Objective
Step 4: Territory Routing and Coverage Management
Step 5: Measure, Evaluate and Take Corrective Action Where Needed
We can go almost anywhere in the world to deliver these workshops. No rural town or city is too far.
By the end of this course delegates will be able to:
The success of field and distribution sales professional depends on how efficiently and effectively they can manage their sales territory. It is important to build strong sales pipelines and advance sales opportunities with a focus on growing relationships with key and high potential customers.
Field sales people are accountable for the quality, direction, and quantity of the sales activity within their territory. How well they can plan and manage this will ultimately decide their overall performance. When territories are managed properly, strategic or key customer relationships are grown through account plans. When the territory is structured using business planning and exploring, territory growth proactively, field salespeople advance key sales opportunities and they achieve sales territory targets.
This training program introduces a simple five-step process to properly manage and plan a sales territory. The process guides participants through setting strategic sales goals based on close analysis of the territory itself, scoring customers for their potential, applying best practice territory routing/coverage patterns, and evaluating their results.