Sales Planning Process

• Setting SMART Objectives
• Developing a Sales Plan to Achieve Objectives
• Scheduling of Activities
• Monitoring and Evaluation of Sales Activities

Management of Self and Time

• Time Management Techniques for Sales Professionals
• Sales People Time Analysis
• Managing your Time for Better Sales Results
• Follow up and Paper Work
• Dealing with Time Wasters
• Setting Monthly and Daily Priorities
• Daily Sales Planner
• Salesman Journey Plan

Targeting Attractive Accounts

• Competitive Analysis
• Attractiveness Analysis
• Capability Analysis
• Account Selection Matrix

Territory Management

• Generating New Accounts
• Managing Existing 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

Basic Routing Pattern

• Route Structuring and Management

Sales Force Structure and Organization

• Generalist and Specialist Sales Forces
• Dividing the Sales Force

Professional Behaviour

• How Sales People Think, Feel and Behave
• Sales People Non Verbal Behavior
• Building Self Confidence
• Assertive Behaviour
• Controlling your Nervousness
• Dealing with Difficult Customers
• Relationship with Competition
• Secrets of Great Sales Management
• Stress Management