Territory and Time Management for Sales-People

Territory and Time Management for Sales-People Learn to make the most productive use of your time as you mine your territory for sales! Time is a salesperson’s most valuable asset. Lost hours mean lost sales and lower earnings. Poor sales territory management leads to missed opportunities and meager results. To survive in today’s fiercely competitive marketplace, you need the best sales territory management training you can get! How You Will Benefit Stretch your selling day and spend more time with your customers Plan effectively and avoid losing sales to better organized competitors Sell more, earn more and accomplish more through sales territory management Set goals and priorities to maximize your selling effectiveness Increase selling time by minimizing distractions and procrastination Make more productive use of travel time Strike a balance between personal and professional goals Control your territory with strategies that help you value accounts, penetrate accounts and maximize coverage What You Will Cover How goals, attitudes and organizational skills impact time and sales territory management Managing your time: setting and working with goals and quotas Managing your territory: assigning account priorities according to opportunity and probability Getting organized: planning your day to accomplish what’s important Managing information: improving your electronic communication, organizing your paperwork, making your CRM (Customer Relationship Management) system work for you "Time burglars” and “territory bandits”: the causes of time and sales territory management problems Who Should Attend Sales representatives, account executives, sales managers and all sales staff with customer or sales territory management responsibilities. Extended Training Description Learning Objectives Stretch Your Selling Day and Spend More Time with Your Customers Plan Effectively and Avoid Losing Sales to Better Organized Competitors Sell More, Earn More, Accomplish More with Innovative Time and Territory Management Techniques Set Goals and Priorities to Maximize Your Selling Effectiveness Increase Selling Time by Minimizing Distractions and Procrastination Maintain Contact with Key Prospects and Accounts Make More Productive Use of Travel Time Strike a Balance between Personal and Professional Goals Develop Strategies That Help You Value Accounts, Target Prime Prospects, Penetrate Accounts and Maximize Coverage Leverage PC and Internet Technology by Learning How to Select and Use the Latest Contact Management, Database, and Presentation Software Raise Your Visibility in Your Territory Understanding Time and Territory Management Understand Your Time and Territory Management Strengths and Weaknesses Recognize the Challenges to Time Management Practices Recognize the Obstacles to Territory Management Realize the Benefits of Effective Time and Territory Management Skills and Techniques (Part 1): Managing Your Territory Develop a Prospect Profile Identify Which Prospecting Activities Are Best for Your Business Understand the Key Steps in Your Sales Cycle and Where Your Prospects Are in the Process Assign Account Priorities According to Opportunity and Probability Establish a Target Account Plan That Prioritizes Your Opportunities Skills and Techniques (Part 2): Managing Your Time Determine How You Spend Your Time Understand the Steps to Improved Time Management Measure and Analyze Your Daily Activities Recognize Which Activities Contribute to Your Goals and Which Should Be Avoided Identify Activities That Can Be Delegated Getting Organized Understand How to Set Goals and Objectives Assign Priorities to Your Activities Apply Your Productivity to Your Work Schedule Plan Your Day to Accomplish What’s Important Make a "To-Do" List That Is Logical and Productive Managing Information Identify Ways To: Improve the Efficiency and Effectiveness of Your Electronic Communication Organize and Simplify Your Paperwork Make Your Customer Relationship Management System Work for You Avoid Information Overload "Time Burglars" and "Territory Bandits" Identify the Causes of Time and Territory Management Problems and Develop Solutions to Solve Them. These Problems Include: Procrastination Meetings Poor Communication Inadequate Planning Paperwork Distractions and Delays Inability to Say "No" Ineffective Delegation Travel Fire Fighting Develop a Personal Plan to Overcome Time and Territory Management Obstacles Controlling Stress and Creating Balance Recognize the Common Causes of Stress Control and Reduce Stress Identify Concerns and Eliminate Worries Putting It All Together Clarify Your Personal Priorities Organize Your Life Establish a Personal Life Management Plan   Pelatihan, Kursus, Seminar, Workshop Provider Download Katalog Pelatihan 2009

Instructor Schedule February 5-6, 2009 2 days Venue Sahira Boutique Hotel Bogor Tuition Fee  Rp. 3.400.000,-   per participant, excluding accommodation & tax. Registration Send by email -or- fax to: PT. FOCUS TRACO INDONESIA Wisma Pakuan, Jl. Pakuan 12 BOGOR - 16143 (021) 7009-9943   (0251) 2169-150 (0251) 7534-984 training@focustraco.com