Sales Strategy and Planning Training

Start Date End Date Venue Fees (US $)
05 Apr 2026 Jeddah, KSA $ 4,500 Register
09 Aug 2026 Dubai, UAE $ 3,900 Register
15 Nov 2026 Kuala Lumpur, Malaysia $ 4,500 Register

Sales Strategy and Planning Training

Introduction

Analyze the process of sales planning and territory management. Practice the effective ways of setting goals, developing sales activities and managing time effectively. Use relevant tools for route structuring and territory management. Comprehend the methods of effective territory management and strategic selling. Revise sales strategies and provide proper sales training for salesforce.

Objectives

    By the end of the program, participants will be able to:

    • Analyze the process of the sales planning and territory management.
    • Practice the effective ways of setting goals, developing sales activities, and managing time effectively.
    • Use relevant tools for route structuring and territory management.
    • Apply the methods of effective territory management and strategic selling.
    • Revise sales strategies and provide proper sales training for salesforce.
    • Successfully choose, target, and manage a territory, maximizing growth, and profit.

Training Methodology

This is an interactive course. There will be open question and answer sessions, regular group exercises and activities, videos, case studies, and presentations on best practice. Participants will have the opportunity to share with the facilitator and other participants on what works well and not so well for them, as well as work on issues from their own organizations. The online course is conducted online using MS-Teams/ClickMeeting.

Who Should Attend?

All sales managers, supervisors, key account salespeople and other senior sales staff.

Course Outline

Overall Planning Process

  • Overview of Sales Management
  • Activities Involved in Implementing a Sales Program
  • Evaluation and Control of Sales Force Performance
  • Supervisor Sales Training Program

Management of Self

  • Time Management Techniques for
  • Sales Professionals Sales People Time Analysis
  • Managing Your Time for Better Sales Results
  • Corporate Training for Better Account Management

Territory Management

  • Generating New Accounts
  • Computing the Cost per Call and Number of Calls Needed to Close a Sale ABC Account Classification and the Portfolio Model
  • Designing Sales Territories Using Build-up and Breakdown Method
  • Routing Patterns

Sales Force Structure and Organization

  • Generalist and Specialist Sales Forces
  • Dividing the Sales Force

Strategic Selling

  • Buying Influences and Red Flags Identification
  • Working the Sales Funnel
  • How Sales People Think, Feel and Behave
  • Establishing Control Systems
  • Major Account Sales Strategy
  • Discover their Sales Strengths
  • Proactive Sales Management
  • Advanced Selling Strategies
  • Secrets of Great Sales Management

Accreditation

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