Course objective

To allow participants to share best practice with colleagues, build new skills and refine existing behaviour. This practical and interactive workshop will consist of case studies and tools to use and implement.

Course Content Includes

Individual Objectives
How to analyse your territory / Accounts
Why do people buy
Structuring and maximising sales
Maximising agreements
Grading Systems
Gap Analysis
Sales Platforming
What info do you think you need to have?
What info do you think you would like to have?
Account Planners
How to exceed yearly targets
Opportunity Analysis
Action Planning