Strategic Planning for Representative

Sales Training

Strategic Planning for Representative

It is a training to develop participants’ abilities to conduct an analysis in order to uncover great opportunities in their territory or zone. Participants will spend at least 70% of their time working on their strategic plan.

target
  • Developing the ability to strategically analyze your territory or zone
  • Supporting representatives in defining growth opportunities in their territory or zone
  • Developing the ability to build a sales action plan for your territory or zone
perso
  • Sales representatives
  • Sales agents
  • Sellers
  • Accounts or Major accounts managers
livre
  • Initial exercise: What would you do to climb Mount Everest?
  • Importance of a strategic plan for your territory
  • Information gathering
  • Techniques of data analysis:
    • SWOT analysis
    • Performance analysis
    • Comparative analysis
  • Practical exercise: Conduct your territory’s analysis
  • Techniques of opportunities’ identification
  • Techniques of opportunities’ evaluation via a Business Case Analysis
  • Practical exercise: Identifying opportunities
  • Structure of a simple and efficient territory plan
  • Practical exercise: Building your territory plan
  • Planning your actions to succeed
  • Synthesis exercise: Presentation of your own territory plan
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  • 1 day
  • Group of ± 15 participants