Sales Territory Planning Training; the sales basic.
We often work with field sales people who are run ragged. They’ve given up having a call plan because they can’t maintain it.
Most sales leaders are trying to hit challenging targets, dealing with aggressive competitors and increasingly savvy buyers.
Some estimate that 2/3 of sales reps fail to reach their annual sales quota goal. ( Aberdeen Group ).
Without the luxury of expanding headcount or territories, sales leaders must look at the productivity of their existing sales force.
Depending on the research you read, or the sales reports you receive, most estimate that sales reps spend less than half of their time selling. Less than half of their time!
Some of the most successful sales people we have worked with have also been the most organised. They have understood that spending as much time as possible in front of the customer or on revenue generating activity is key to their success.
We’ve worked with the most persuasive and talented sale reps, who spend their time racing from one appointment to the next, while their emails and telephone messages are mounting up as they drive.
No wonder they lose their sales “mojo”, feel out of control and overwhelmed and guess what, productivity drops.
Whether managing a geographical territory, or a portfolio of accounts, we work with sales reps to help ensure payoff from their activity, so that they are in control of their sales plan, and are able to work confidently towards hitting their targets.