Sales Planning Cycle: Time and Territory Management

Module Objectives:

• Identify high value goals and accounts, concentrating your actions towards the biggest payoffs
• Employ proven strategies for avoiding distractions from and interruptions of high-payoff activities
• Practice proven skills to manage email and other digital communication more efficiently

Field Work:

• Prioritize your territory based on the highest value opportunities
• For the top three opportunities, develop high-value goals, activities and timelines to close short term revenue
• Using a series of worksheets, identify personal Time and Territory Management strengths and weaknesses

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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