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.
$179.95 $199.95
You will receive a secure link by email to download your purchase immediately after purchase.
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- 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.
Watch This Short Video
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 program 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!
Training Material Samples
Slide Samples
Trainer Guide Samples
Workbook Samples
The Fully Customizable Training package includes
- Fully Scripted Training Guide
- Participant Reference Workbook
- Powerpoint Slide Presentation
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