IMPLEMENTING FIELD-FORCE EFFECTIVENESS
Live-Online Training: N 135,000
Classroom Training: N 165,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
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:
- Comparing actual against Budgeted Sales
- Market Share and Performance Index
- Average revenue per call
- Sales Call analysis
- Market Intelligence reporting
DAY THREE
- Selling Skills Effectiveness
- Identify key drivers of sales performance
- Constancy of Field Sales Conferences & Training:
- Product knowledge
- Selling skills
- Sales planning
- Planning follow-up
- Customer targeting
- Personal attitude
- Building relationship
- Tracking of Success.