Sales Territory Planning & Routing

Price:  $199.95  $149.95            

Duration: 2 Days

Delivery methods outlined in trainer guide: Group exploration and facilitator led discussions, , practical application exercises using job aids, best practice theory exploration.

 

 

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.


Enabling 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.


Who is this course for?

Field and distribution sales persons

Outline of topics:

Introduction: Quantity, Direction & Quality of sales

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

Step 1 : Sales Territory Analysis:

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

Step 2 : Customer potential analysis and scoring:

checkmarckcircule bullet Key customer potential concepts. 

checkmarckcircule bullet What makes a customer “Attractive”? 

checkmarckcircule bullet Collecting information about customer potential. 

checkmarckcircule bullet Calculating real customer potential. 

Step 3 : Strategic Territory Objective:

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

Step 4 : Territory Routing & Coverage Management:

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

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

checkmarckcircule Measuring and evaluating performance.
checkmarckcircule Taking corrective action.
checkmarckcircule Common sales activity time traps.

 

Competitive review game - A Power Point Review Game Show for a high energy ending & to recap the covered training materials.


Random Training Material Samples: 

Random trainer's guide samples
Random slide deck samples Random student workbook samples

trainers guide

course slides

student book

What does the instant download package include exactly?

  •  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.

Plus a Big Bonus!

22 activities to use with other training programs & training materials you have.
Power Point Review Game: Review the training materials you just covered and watch excitement rise as participants compete to answer questions in a series of exciting rounds.

That’s not all, The Power Point game is fully customizable so you can easily change the questions and create other versions and other games for other training courses and training materials you teach.

Receive all source files instantly in MS Office format  iconsms  

Price : $199.95
               $149.95

 

 

 

Why buy our courseware packages? 

 

Big Value for money

Instantly get a comprehensive and well structured training courseware materials package that includes everything you will need to run a successful and professional training program:

A comprehensive trainer guide that will guide you step-by-step through the training program with detailed explanation of the topics as well as suggestions on what to say and how to debrief and run the different activities and explain concepts.

A comprehensive workbook to hand out to each of your class participants that makes for an excellent complete reference to the training material covered as well as instructions for participating in the different activities and also gives them space to take notes.

Power Point slide deck that's professionally designed to support your training delivery and impress your audience.

Activity & Exercise sheets as well as several other training support documents from training evaluation sheets to attendance certificates so you have all you need to deliver a complete training program with your training material package.

Review game show (In Power Point) to end your training on a high note and run a competitive and exciting review game where teams compete for a prize by answering questions around your training materials. (The Power Point game is fully customizable so you can use it to create similar competitive review games for other training materials and programs you already teach.)

 

Fully customizable

Any modifications or customiation or pesonalization of the training materials to match your specific training objectives or specific needs of your participants can be easily made since you get all source files in Microsoft office format. You have the right to make any additions or even brand your training materials package with your own brand (we only do not allow the resale of these training material packages in any way or form)

 

Easily add to your own materials

Our Training packages are divided into modules where each module focuses on a specific topic which makes it easy for you to tailor or customize the training materials or add to your current training courseware materials.

 

Exercises, Games & activities to enliven and spirit-up your training delivery

Our training packages are packed with self-discovery activities, exercises and games focusing on specific learning outcomes to enliven your training delivery and energize your participants.

 

End your training with a fun & competitive review exercise

Each of our training packages includes a great bonus Power Point game show that was designed to be the grand finale of your training program and keep your participants engaged to the very end. Just split your participants into teams and watch excitement rise as they compete to answer questions around your training materials for an excellent and fun way to review, recap and improve retention of the training materials covered.

 

Download and get it instantly

Instantly download and get your training package immediately. After purchasing off our website you immediately get a link to download everything in a zipped file. 

 

Professionally designed training materials delivered to your inbox with the following features:

Fully Editable and customizable Downloadable immediately
No restrictions, full freedom to use Get original source files
MS office format Engaging Innovative content
Packed with activities , games and exercises Based on latest training models and concepts
Very well organized and structured design documents Specific job aids and useful forms to use back on the job (Selected training courses )
Engaging power point slide deck High impact visuals
Step by step comprehensive trainer guide Training materials that helps you create an engaging learning environment
Competitive fun games and activities Assessment tools (Selected training courses)
Complete training course material package with all you need to run a great training including evaluation forms and certificates for participants. All documents in MS office format including trainer guide, slides, workbook, activity and exercise sheets and additional support tools.

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About us

Since 1998 Scitron Training has successfully provided it's customers all over the world with high quality training materials and ready to deliver courseware packages as well as delivery through our cadre of international highly experienced trainers and consultants.

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