Customer Optimization System™ - Retail Sales Organization
PREMISE:
All Sales Organizations need a consistent process for developing and executing
Company and Territory business plans. All Sales Departments do some form
of planning and executing of a plan. In some organizations there is a lack
of discipline to follow a complete and thorough process. In organizations
where individuals have been recruited from other companies, they each may
have brought a planning process and terminology that was unique to their
former employer or to a different industry or category of business.
PURPOSE:
Create a territory business planning process that incorporates your planning
cycles and terminology that leads to a comprehensive Territory Business
Development Plan. Improve communication of priorities, plans and results.
Improve business results.
OUTCOMES:
Participants will
- Learn the 5 stages of a complete and integrated customer
planning and presentation system
- Learn how to effectively communicate with customers
- Learn how to effectively communicate with their company
- Learn the logical sequence of each step within each stage
of the overall process
- Learn how to evaluate performance based on a review of
how each step was performed
- Learn how to improve productivity
LEARNING:
- The Territory Optimization Process
- The Stages and Steps within each Stage
- The terminology to ensure clear communication with customers
and within their own company
- To become a "Sales Professional" by understanding and applying
a full end-to-end process of customer leadership
PARTICIPANTS:
- Sales Representatives, Territory Managers, Customer Service Representatives,
Telephone Sales Personnel, Retail Merchandisers, Retail Sales Managers
(First-level Managers of Sales Representatives), Regional or Area Sales
Managers who have responsibility for Retail Operations
FORMAT:
- Facilitator presentation and demonstration on new learning
- Individual and team-based workshops
- Individual, team and group facilitated feedback
- Templates of specific action plans
PRE-REQUISITES:
- Customer Blueprinting™ I & II
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