Growing Your Sales Territory

 Program length:  ½ day

 Program Description:

 Do you have sales goals?  Have you developed the strategies and tactics to achieve those  objectives?  What is your plan to maintain and/or grow the sales revenues generated by  your A, B, C, and D customers?  How do you plan to bring on new prospects and develop  those relationships? 

Being able to answer these questions does not come easy to most salespeople.  Developing your territory/customer list strategy comes about by having a detailed plan supported by a consistent step-by-step process.  This workshop takes you through the steps from growing current accounts to developing the new business opportunities.

 Outcomes:  Learn how to-

 Classify your customers
 Determine how many calls to make on who
 Develop strategies for growing existing accounts
 Design sales call plans for each account
 Understand and identify the Buying Influencers
 Accelerate your new business development

Objective:

This workshop will teach you how to develop a consistent and systematic strategy to grow your sales territory, develop new opportunities, and capture the maximum amount of revenue possible.  You will walk away with a tailored plan built around your own sales process.

Outline:

I. Understanding sales goals, strategies, and tactics

      A. Sales goals
      B. Sales strategies
      C. Sales tactics

II. Realigning Your Sales Territory for Growth

      A. The process 
            1. Customer classification and action plan
            2. Categorize accounts by potential
            3. Determine time & effort to achieve plan
            4. Calculate call plan for each account
      B. The Ideal Customer Profile (optional)

III. Strategies for Growing Existing Accounts

      A. Comparing current to potential sales volume
      B. Analyzing your history with the account
      C. Understanding the competitive variables at play on each account
      D. Developing your account sales plan

IV. Understand and Identify Buying Influencers

      A. Economic
      B. User
      C. Technical
      D. Coach

V. Accelerating New Business Development (NBD)

      A. Selecting target “destinations”
      B. Analyzing your target “destinations”
      C. Develop strategies
      D. Develop the NBD sales cycle
      E. Execute and adjust

VI. Developing Your Personal Action Plan

Page last updated on Tuesday July 22, 2008