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QuickCode:
QQBDZE
Time and Territory Management for Salespeople
Seminar Overview
Attendees in this two day course will learn how to pinpoint their key revenue-generating activities and how to delegate effectively and free themselves for selling activities. They will learn how to manage vs. cover their territory and how to use technology to manage time. CEUs: 1.2. Fee per person: $1895, $1695 for AMA members.
*When registering by phone, be sure to use our Priority Code: XNNT
Provider: AMA (American Management Association International) – $1,895
Topic(s): Customer Service & Sales > Sales
Who Should Attend?
Sales, account executives, sales managers
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Detailed Overview/Outline
Learn to make the most productive use of your time as you mine your territory for sales!
Time is a salesperson’s most valuable asset. Lost hours mean lost sales and lower earnings. Poor sales territory management leads to missed opportunities and meager results. To survive in today’s fiercely competitive marketplace, you need the best sales territory management training you can get! Who Should Attend
Sales representatives, account executives, sales managers and all sales staff with customer or sales territory management responsibilities. HOW YOU WILL BENEFIT:
- Stretch your selling day and spend more time with your customers
- Plan effectively and avoid losing sales to better organized competitors
- Sell more, earn more and accomplish more through sales territory management
- Set goals and priorities to maximize your selling effectiveness
- Increase selling time by minimizing distractions and procrastination
- Make more productive use of travel time
- Strike a balance between personal and professional goals
- Control your territory with strategies that help you value accounts, penetrate accounts and maximize coverage
WHAT YOU WILL COVER:
- How goals, attitudes and organizational skills impact time and sales territory management
- Managing your time: setting and working with goals and quotas
- Managing your territory: assigning account priorities according to opportunity and probability
- Getting organized: planning your day to accomplish what’s important
- Managing information: improving your electronic communication, organizing your paperwork, making your CRM (Customer Relationship Management) system work for you
- "Time burglars” and “territory bandits”: the causes of time and sales territory management problems
Extended Description
Learning Objectives
- Stretch Your Selling Day and Spend More Time with Your Customers
- Plan Effectively and Avoid Losing Sales to Better Organized Competitors
- Sell More, Earn More, Accomplish More with Innovative Time and Territory Management Techniques
- Set Goals and Priorities to Maximize Your Selling Effectiveness
- Increase Selling Time by Minimizing Distractions and Procrastination
- Maintain Contact with Key Prospects and Accounts
- Make More Productive Use of Travel Time
- Strike a Balance between Personal and Professional Goals
- Develop Strategies That Help You Value Accounts, Target Prime Prospects, Penetrate Accounts and Maximize Coverage
- Leverage PC and Internet Technology by Learning How to Select and Use the Latest Contact Management, Database, and Presentation Software
- Raise Your Visibility in Your Territory
Understanding Time and Territory Management
- Understand Your Time and Territory Management Strengths and Weaknesses
- Recognize the Challenges to Time Management Practices
- Recognize the Obstacles to Territory Management
- Realize the Benefits of Effective Time and Territory Management
Skills and Techniques (Part 1): Managing Your Territory
- Develop a Prospect Profile
- Identify Which Prospecting Activities Are Best for Your Business
- Understand the Key Steps in Your Sales Cycle and Where Your Prospects Are in the Process
- Assign Account Priorities According to Opportunity and Probability
- Establish a Target Account Plan That Prioritizes Your Opportunities
Skills and Techniques (Part 2): 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
- Identify Ways To:
- —Improve the Efficiency and Effectiveness of Your Electronic Communication
- —Organize and Simplify Your Paperwork
- —Make Your Customer Relationship Management System Work for You
- —Avoid Information Overload
"Time Burglars" and "Territory Bandits"
- Identify the Causes of Time and Territory Management Problems and Develop Solutions to Solve Them. These Problems Include:
- —Procrastination
- —Meetings
- —Poor Communication
- —Inadequate Planning
- —Paperwork
- —Distractions and Delays
- —Inability to Say "No"
- —Ineffective Delegation
- —Travel
- —Fire Fighting
- Develop a Personal Plan to Overcome Time and Territory Management Obstacles
Controlling Stress and Creating Balance
- Recognize the Common Causes of Stress
- Control and Reduce Stress
- Identify Concerns and Eliminate Worries
Putting It All Together
- Clarify Your Personal Priorities
- Organize Your Life
- Establish a Personal Life Management Plan
2 days/1.2 CEUs
Sponsor Background:
The American Management Association was founded in 1923. They have built a content control check into every one of their professional seminars. Plus a series of checks and balances to ensure that the content of every AMA seminar is precisely targeted to:
- provide comprehensive, hands-on training that is of practical use when you return to the job
- focus on need-to-know specifics, relevant to the demands of global business today
- offer the expertise and personalized attention of top-ranking instructors
- facilitate your career development and business savvy
Whether you're looking for a solid foundation of business fundamentals or strategies to help you seize growth opportunities for your company, AMA offers expert instruction to help you:
- manage your priorities effectively
- cultivate more productive working relationships
- increase your on-the-job value
- align your skills with marketplace demands
- bring out the best in people, processes and yourself
Cancellation and Refund Policy
If you cannot attend a seminar you may contact AMA in advance to transfer to a future session, or can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply call. If you cancel with less than three weeks' notice, you will be liable for the entire seminar fee, however you may request a courtesy transfer to use at any future AMA seminar of equal or lesser value. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed, and do not cancel with a minimum of three weeks’ notice as described above, you will be charged the entire seminar fee.
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