Duration: 2 Days

Price:  $199.95   $179.95

  Audience: Field and distribution sales persons

Overview

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:

  Follow a structured step by step approach to plan sales activity within their sales territories.

  Understand the criteria for determining real customer potential

  Determine sales territory potential and assess strengths, weaknesses, opportunities and threats within the sales territory

  Set strategic objectives and goals for their sales territories.

  Explore best practice sales territory routing patterns for efficient and effective coverage.

Outline of topics:

Introduction: Quantity, Direction & Quality of sales

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

  
 Step 1 : Sales Territory Analysis:

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

   
Step 2 : Customer potential analysis and scoring:

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

  
 Step 3 : Strategic Territory Objective:

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

   
Step 4 : Territory Routing & Coverage Management:

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

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

Measuring and evaluating performance.
 Taking corrective action.
 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:

  Pre-training assignment

  Examples and sales planning best practice

  Hands-on activities that use your own sales data

  Facilitator-led group discussions

  Contingency planning scenarios

Participant Reference Workbook

PowerPoint Slide Presentation

Bonus Materials:

  Sales Territory Planning & Routing form -   A document listing the planning & routing process that serves as a  quick reminder of the 5 step process.

  Customer Rating Tool -   An excel  sheet listing examples of  both quantitative and qualitative criteria for evaluating customers importance and potential.

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:

  Trainer Guide (58 Pages).
  Student workbook (60 Pages).
  Slide deck (54 slides).
  Bonus activities ( 22 activities ).
  Training support documents ( Training evaluation forms, 5 certificate templates, program outline).
  Review game.

Get it all now!

Price:  $199.95   $179.95

You will receive a secure link by email to download your purchase immediately after purchase.

CONSIDER GETTING THE COMPLETE Sales EXCELLENCE 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

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

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

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

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!

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

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

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Our tabular formatted Trainer's Guide makes delivery easy. We provide clear directions and suggestions on what to do and what to say with each slide. We also provide a high impact PowerPoint slide deck and a comprehensive Reference Workbook for participants. Trainers who used our courseware and training materials were able to provide accelerated learning solutions that engaged all types of learners. Read some of our testimonials.

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.

Save yourself hours of development and research time. You can use our affordable, content rich training materials to deliver an exceptional training program. Or, you can use our modules to enhance and enrich your current course materials with fresh, new, and proven models, concepts, interactive games, activities, and exercises. That way, you can focus all your effort on the delivery of your program and ensure the maximum return on your training investment.

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Enliven your team meetings, pick out key learning points from our easy to use and professionally designed training course material packages and provide your team with a short powerful session during team meetings or huddles to stress on a specific key skill/s that serves key development area/s. Remember as a people manager, you are the one who is ultimately responsible for developing your team.

To find out more about our course material packages , please take a few minutes to read our frequently asked questions or take a look at our testimonials page and read what trainers, consultants, leaders and business professionals who used our training materials said.