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Time and territory management

Time and territory management image

Who should attend the Time and Territory Management course?

Sales personnel and business managers who have face to face contact with customers should attend this Time and Territory Management course. We all know the Pareto rule 80% customers make up 20% business? But what do we do about it and how do we implement it across the sales force?

Workshop objectives

Sell more profitably!
How do individuals spend their time? (involves pre-work assessment current resources, to be completed at least four weeks ahead of the course)
Understand the difference between efficient and effective
Identify real costs of selling or not selling
Proven territory planning techniques
Customer profiling and preparing a strategy for best use of time
Recording and analysis of calls

Agenda

Intro and company objectives
Objectives workshop and your introduction
Background
Territory planning
Why should customers see me?
Plan your territory exercise (to be competed post workshop)
Tips on making appointments
Making appointments – next week and coaching
Summary
Actions and feedback forms

Information

Number of delegates: 6

This is a very practical ‘hands-on’ course, utilising real data and information on your business. Especially suitable for new recruits to your business or first time sales people, or for existing teams whose performance needs improvement.

Duration: 1 day.

What our customers said

“Karen was an invaluable source of knowledge in helping me lay the foundation for the new sales team. Her experience in territory planning, setting targets and categorising accounts was central to the successful launch of the new team.”

Veterinary Pharmaceutical Company