BIGGEST TAKEAWAYS... 

• A great course for experienced sales professionals or sales teams to learn advanced tools, concepts and selling systems to complement their current best practices.   

• Comprehensive course material designed to challenge current best practice thinking.  

• Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

• Performance based quizzes and exams to knowledge check sales best practices.  

• Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

• B to B Sales Professionals

• Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

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SESSION 1- INTRODUCTION

 

• What are the 4 Types of Territory Managers?

• What are the common factors that define Territory Manager positions?

• Sales 101 Review

 

SESSION 2: BEST PRACTICES OF THE ACCOUNT MANAGER

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• The Key Account Manager

• Territory Account Manager

• Territory Plan Tools

• Account Plan Tools

• Strategic Thinker Tools

 

SESSION 3: BEST PRACTICES OF THE BUSINESS DEVELOPMENT REPRESENTATIVE

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• The New Business Development Specialist

• The New Business Sales Representative

• Prospect Plan

• Call Plan

 

SESSION 4: TERRITORY PLAN REVIEWS

• Territory Plan Review

• Account Plan Review

• Prospect Plan Review

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

• Identify and agree on a defined coaching plan

• Checklist of key concepts and tools to review

• Question and Answer

 

COACHING WORKSHOP 2: YOUR TERRITORY

• Review of your Territory Plan.

• What's working?

• What's not working?

• Skill and resource gap assessment.

 

COACHING WORKSHOP 3: MANAGING THE TERRITORY

• Which plans require attention?

• What skills are required to implement?

• Skill gap assessment to fill.

 

COACHING WORKSHOP 4: SKILL GAPS

• Strategic Selling Skills

• Tactical Selling Skills

• Question/Answer