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Conferences

Strategic Sales Planning and Territory Management


Introduction:

Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This program reviews territory management principles, while focusing on the essential analytical frameworks and practices associated with sound territory design.

Targeted Groups:

  • Sales Managers
  • Sales Supervisors
  • Key Account Managers
  • Salespeople and other senior sales staff

Conference Objectives:

At the end of this conference the participants will be able to:

  • Analyze the process of sales planning and territory management.
  • Practice the effective ways of setting goals, developing sales activities, and managing time effectively.
  • Use relevant tools for route structuring and territory management.
  • Apply the methods of effective territory management and strategic selling.
  • Revise sales strategies and provide proper sales training for salesforce.
  • Successfully choose, target, and manage a territory, maximizing growth and profit.

Targeted Competencies:

  • Sales performance management
  • Sales planning
  • Strategic thinking
  • Self-management
  • Analytical foundations important to territory management
  • Strategic selling skills

Conference Content:
Unit 1: Overall Planning Process:

  • Overview of Sales Management
  • Activities Involved in Implementing a Sales Program
  • Evaluation and Control of Sales Force Performance
  • Supervisor Sales Training Program

Unit 2: Management of Self:

  • Time Management Techniques for Sales Professionals
  • Sales People Time Analysis
  • Managing Your Time for Better Sales Results
  • Corporate Training for Better Account Management

Unit 3: Territory Management:

  • Generating New Accounts
  • Computing the Cost per Call and Number of Calls Needed to Close a Sale
  • ABC Account Classification and the Portfolio Model
  • Designing Sales Territories Using Build-up and Breakdown Method
  • Routing Patterns

Unit 4: SalesForce Structure and Organization:

  • Generalist and Specialist Sales Forces
  • Dividing the Salesforce

Unit 5: Strategic Selling:

  • Buying Influences and Red Flags Identification
  • Working the Sales Funnel
  • How Sales People Think, Feel and Behave
  • Establishing Control Systems
  • Major Account Sales Strategy
  • Discover their Sales Strengths
  • Proactive Sales Management
  • Advanced Selling Strategies
  • Secrets of Great Sales Management


UAE (Dubai)
28/11/2021 - 2/12/2021
Euro 2500
UAE (Dubai)
1/8/2021 - 5/8/2021
Euro 2500
UAE (Dubai)
9/5/2021 - 13/5/2021
Euro 2500
Egypt (Cairo)
4/7/2021 - 8/7/2021
Euro 2500
Egypt (Cairo)
12/9/2021 - 16/9/2021
Euro 2500
Morocco (Casablanca)
19/9/2021 - 23/9/2021
Euro 2500
Jordan (Amman)
4/7/2021 - 8/7/2021
Euro 2500
Jordan (Amman)
11/7/2021 - 15/7/2021
Euro 2500
UK (London)
31/5/2021 - 4/6/2021
Euro 4500
UK (London)
25/10/2021 - 29/10/2021
Euro 4500
Egypt (Sharm El-Sheikh)
15/8/2021 - 19/8/2021
Euro 2500
Egypt (Sharm El-Sheikh)
21/3/2021 - 25/3/2021
Euro 2500
Malaysia (Kuala Lumpur)
11/7/2021 - 15/7/2021
Euro 3500
Malaysia (Kuala Lumpur)
5/12/2021 - 9/12/2021
Euro 3500
Malaysia (Kuala Lumpur)
2/5/2021 - 6/5/2021
Euro 3500
Turkey (Istanbul)
10/10/2021 - 14/10/2021
Euro 3000
Turkey (Istanbul)
28/11/2021 - 2/12/2021
Euro 3000
Turkey (Istanbul)
7/3/2021 - 11/3/2021
Euro 3000
Turkey (Istanbul)
20/6/2021 - 24/6/2021
Euro 3000
France (Paris)
6/12/2021 - 10/12/2021
Euro 4500
France (Paris)
19/4/2021 - 23/4/2021
Euro 4500
Switzerland (Geneva)
9/8/2021 - 13/8/2021
Euro 4500
Spain (Barcelona)
22/11/2021 - 26/11/2021
Euro 4500
Spain (Barcelona)
26/4/2021 - 30/4/2021
Euro 4500
Spain (Barcelona)
30/8/2021 - 3/9/2021
Euro 4500
Italy (Rome)
27/9/2021 - 1/10/2021
Euro 4500
Italy (Rome)
29/3/2021 - 2/4/2021
Euro 4500
Manama (Bahrain)
26/9/2021 - 30/9/2021
Euro 2500
Oman(Muscat)
3/10/2021 - 7/10/2021
Euro 2500
Kuwait (Kuwait)
28/3/2021 - 1/4/2021
Euro 2500
Spain (madrid)
2/8/2021 - 6/8/2021
Euro 4500
Spain (madrid)
5/4/2021 - 9/4/2021
Euro 4500
Singapore (Singapore)
28/6/2021 - 2/7/2021
Euro 4500
USA (Boston)
2/8/2021 - 6/8/2021
Euro 5000
Netherlands (Amsterdam)
22/11/2021 - 26/11/2021
Euro 4500
Netherlands (Amsterdam)
28/6/2021 - 2/7/2021
Euro 4500
Canada (Toronto)
26/4/2021 - 30/4/2021
Euro 5000
Germany (Munich)
25/10/2021 - 29/10/2021
Euro 4500
Online
16/5/2021 - 20/5/2021
Euro 1250
Online
14/11/2021 - 18/11/2021
Euro 1250
Online
1/8/2021 - 5/8/2021
Euro 1250