Territory and Time Management for Sales People Online Course

You will learn how to take control of your time and work day so you can increase productivity, maximize your selling effectiveness and meet your goals. You'll adopt an organized approach to managing your responsibilities. Prioritize activities and accounts to increase revenue. Identify time management roadblocks by participating in exercises and creating a plan to shore up counterproductive behaviors and habits. You'll return to work with a more confident outlook, strategies to improve the balance between personal and professional responsibilities and the skills to mine your territory for maximum gain.

CONTENT

Understanding Territory and Time Management

• Understand Your Time and Territory Management Strengths and Weaknesses
• Define the Relationship Between Time Management and Territory Management
• Recognize the Challenges to Time Management Practices
• Recognize the Obstacles to Territory Management
• Realize the Benefits of Effective Time and Territory Management

Managing Your Territory

• Develop a Profile for Prospects and Current Accounts
• Identify Which Prospecting Activities Are Best for Your Business
• Understand How to Identify and Prioritize Account Opportunities
• Understand the Key Steps in Your Sales Cycle and Where Your Prospects Are in the Process
• Prepare a Sales Call Plan and Assess Your Sales Call Performance
• Establish a Territory Strategy That Maximizes Your Results

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

• Gain Insight into the use of Information Resources
• Improve the Efficiency of your Electronic Communication
• Organize and Simplify your Paperwork
• Avoid Information Overload

Time Mastery

• Assess your Habitual Time Management Behaviors in Twelve Specific Dimensions (Attitudes, Goals, Priorities, Analyzing, Planning, Scheduling, Interruptions, Meetings, Written Communications, Delegation, Procrastination, and Team Time)
• Develop a Personal Plan to Change your Personal Time Management Habits

Controlling Stress and Creating Balance

• Recognize the Common Causes of Stress
• Control and Reduce Stress
• Identify Concerns and Eliminate Worries

FOR WHOM:

Sales representatives, account executives, sales managers and all sales staff with customer or sales territory management responsibilities.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.

Note:

Payment should be made and confirmed at least 3 days before the commencement date of the course.

Date:

1ST BATCH: 5th – 7th October, 2020     

2ND BATCH: 21st –23rd December, 2020