MANAGING TIME AND TERRITORY™

Workshop Outline ...

OVERVIEW

Your salespeople have the best product in the market, your marketing research has shown that your pricing is competitive, they are automated, and they have received the best training available. So, why aren't sales skyrocketing? You can blame it on several factors, but it may come down to one simple fact: your sales people aren't effectively managing their two most valuable resources. If they aren't managing their accounts and their time effectively, they won't achieve the sales performance levels you projected.

Is there a solution? Yes! MANAGING TIME AND TERRITORY, has been designed for selling in today's fast paced, high pressure selling environment. This workshop will provide your sales people with the competitive edge they need to overcome the competition and to achieve the sales levels you need for growth and profitability.

HOW DOES IT WORK?

The time your sales people have for calling on their customers is precious. This is why we don't waste their time in a classroom with a generic, out-dated, time and territory management training program. It is our belief that your sales people deserve the best workshop available so we will Custom Design the workshop to be specific to your company and your salespeople.

Our design process begins with a Focus Group Session, utilizes Work-With Selling Days, and through the Discovery Report, we use this information and data to customize the MANAGING TIME AND TERRITORY workshop specifically to your sales peoples actual selling environment.

The following is a highlight of our custom design process. If you would like additional or detailed information, please contact us at 1-800-552-0877.

FOCUS GROUP SESSION

The purpose of this session is to gather pertinent information and data in a sharing atmosphere using the synergy of the participants. This session will be a learning opportunity for us and it will provide us with some of the information we will need to begin the customization process.

WORK-WITH DAYS

Immediately following the Focus Group Session, we will schedule time in the field with each one of the focus group participants. As in the Focus Group Session, we will be in a learning mode and will use the data gathered to design your MANAGING TIME AND TERRITORY workshop.

PILOT MANAGING TIME AND TERRITORY WORKSHOP

Once you have reviewed the DISCOVERY REPORT and provided your input and feedback, we will complete the design and development of your custom workshop. The original Focus Group participants will be the first sales people to experience the custom workshop. With you, they will have final input into the "tweaking" of the workshop before it is delivered to the remainder of your sales force.

WHAT WILL THEY LEARN?

As a result of attending this workshop you will:

• How to convert wasted time into productive time

• How to evaluate their actual time usage and determine if this is the best use of their time

• Through a self-assessment tool, they will learn their strengths and how to use them for greater sales performance

• This same self-assessment will help them to discover their weaknesses and how to design and develop strategies to correct them

• The most effective methods to focus on high payoff activities each day

• Effective tools for planning their sales calls and their territories

• Simple techniques to capture and manage critical communication with their customers

• Discover the most productive time of their day and how to capitalize on it

• Develop skills and habits for managing the volumes of paperwork

• Learn the importance of Pre-Call Planning and how to accomplish it effectively

• How to design effective Account Call Strategies

• Methods for effectively structuring their territories for maximum sales performance

WHAT DO THEY RECEIVE?

• Pre-Workshop Workbook: Used to gather information to be used in the workshop

• Workshop Workbook: To be used to guide them through the learning process. It can also be used as reference guide after the workshop

• Discovery Organizer: An effective sales tool to help them plan, manage accounts, organize their workload, control communication, and manage brilliant customer follow-up and follow-through

• Participants Learning Guide: Retention is greatly increased by utilizing this workshop follow-up workbook


                                   For additional information please contact Discovery International® at 1-800-552-0877