Professional Sales Series

Poor sales account and territory management leads to lost or missed opportunities. The outcome is lower than expected sales results. Salespeople are often pulled in many directions at the same time. One of the biggest obstacles to their success is in knowing how to manage their territory (which accounts deserve the most attention) and their time (how to use their time effectively). The goal of this fast-paced program is to enable your sales team in setting the right priorities and to act accordingly in order to maximize sales results and personal efficiency.

Topics covered in this workshop include:

• Managing your territory (assigning account priorities according to opportunity and probability of success),
• Sales goal-setting strategies,
• Time management tools and techniques,
• Targeting priority account strategies,
• Managing information, organizing paperwork and improving communication.

Learning outcomes for this workshop include:

• Planning and organizing the sales day,
  
• Developing strategies to target and penetrate prime prospect accounts,
  
• Identifying top priority goals and the activities required for achieving them,
  
• Setting goals and priorities to maximize selling effectiveness,
  
• Minimizing distractions that cause procrastination.
  

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