Available as Classroom as well as Online Training
(Available also for Customised Training by Duration, Venue & Fee)
(CANDIDATES MUST BE WITH THEIR COMPUTERS)
Course Contents
DAY ONE
• The Sales Force Business Needs
- Sales effectiveness plans
- Strategies to focus the sales force efforts
- Brands promotional plans
- Sales performance metrics
- Inputs for sales targeting strategies.
• Sales Data, Planning & Analysis Tools
- Modeling
- scenarios in Excel
- Correlation
- Regression
• Tracking Effectiveness.
DAY TWO
• Territory Delineation
- Identify key areas of opportunity
- Identify key areas of challenge
- Territory level incentive plans
• Managing the Territory
- Territory sales quotas plans
- Territory time
- Sales budget management
- Sales activity analysis
- Sales resource utilization effectiveness
- Evaluation the performance:
o Comparing actual against Budgeted Sales
o Market Share and Performance Index
o Average revenue per call
o Sales Call analysis
o Market Intelligence reporting
DAY THREE
• Selling Skills Effectiveness
- Identify key drivers of sales performance
- Constancy of Field Sales Conferences & Training:
o Product knowledge
o Selling skills
o Sales planning
o Planning follow-up
o Customer targeting
o Personal attitude
o Building relationship
• Tracking of Success.
