Area Management
Designed for:
Middle level sales staff and sales managers.
Objectives:
After the program the participants will be able to:
- Develop, understand and acquire the relevant skills, knowledge and tools required to manage a sales territory effectively and profitably.
- Have a better understanding of the respective territories and markets which will assist in effective route-to-market strategies and more efficient management of the local sales force
- Acquire skills to be able to optimize sales force productivity, customer management and thereby enhance Company results.
Programme content
- Optimize area potentials, outlet segmentation, territory management, trade census and sales territory alignment
- Manage opportunities and resources, resource allocation/outlet targeting and exploit sales opportunities in untapped areas and channels
- Competitor information gathering and analysis & SWOT
- Sales and Distribution planning, sales forecasting, target and objective setting / KPI's as well as sales action planning
- Motivating the sales team, team building and leadership styles and learning how best to communicate with teams
- Basic finance for the sales force which include basic financial awareness/ principles, financial evaluation of sales actions, pricing and budgeting
Learning methods: Lessons, group work, discussions, outlet visits etc.
Venue: Regionally and Locally
Language: English / French / Spanish / Russian, other languages upon request
Group size: Minimum 8 participants, maximum 15 participants.
Organized by: HRBoosters trainers and, if necessary, external consultants.