HOW TO PROFILE AND MANAGE YOUR SALES TERRITORY FOR PROFITABILITY
Live-Online Training: N 145,125
Classroom Training: N 220,375
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
Course Contents
DAY ONE
Attractiveness of Technical Value Factors
- Comparative size of the company
- Company's Product-Market Fit
- Volume of business - Actual and Potential
- How this business may grow
- Profitability potentials
- Degree of competition faced
- Cross-selling and Up-selling potentials
- Customers credit worthiness and ability-to-pay.
Attractiveness of Personal Value Factors
- Degree of difficulty in getting business in the Territory
- Amount of elapsed time expected to getting business
- The interpersonal relationships required.
Plans and Assessments
- Mining the territory
- List of Key Accounts
- New prospects
- The short-term (3 months)
- The medium-term (next 12 months)
- The long-term (next 24 months)
- Current relationships
- Competitiveness.
DAY TWO
Territory Activities Management
- Territory delineation
- Territory sales quota plans
- Route planning
- Territory time management
- The Selling Process
- Merchandising
- Sales budget management
- Adding new prospects and deleting “dogs”.
DAY THREE
Evaluation of the Performance
- Sales resource utilization effectiveness
- Sales activity analysis
- Clarify the Key Accounts
- Identify areas of opportunity and challenge
- Territory's Regency-Frequency-Product Mix (RFP) formula
- Comparing Actual against Budgeted Sales
- Market Share and Performance Index
- Sales Call Analysis - average revenue per call
- Market Intelligence reporting.