Sales and marketing managers/directors have 2 options regarding this course; either spend years of trial & error till they complete the KSA required to manage their teams effectively (KSA is knowledge , Skills, and Abilities). OR Invest in themselves and attend this 3 days hands-on, vocational, practical course and save themselves and their companies a lot of frustration and costly bad decisions.

1. Day One
Time
Activity
8:00 am
Greet Participants
8:30-9:00
Break
Welcome & Team Names
Introducing the facilitator
Review the course module structure
Evolution of Sales & Professional Pie Chart
9:00-10:20
MODULE 1 – Time & Territory Management Review
Sales Roles & Responsibilities
Time Management
Territory Planning
Strategic Account Management
Business Issue Selling
Value Pyramid
Competency Pie Chart
BREAK - 10:20
10:30-12:30
10 min.
MODULE 2 – Time Management
Partnership Evolution
Evolution
O KAR roles
R.O.T.I.
Pop Quiz
BREAK 12:30- 13:30
60 min.

2. Time
13:30- 15:30
Activity
Break
Module 3 - Territory Planning
Goal Setting & Goal Alignment
Reverse Engineering
Realistic Forecasting
Return on Time Invested ROTI
Market/Industry Analysis
Key Accounts Target Model
Pop Quiz
Break 15:30-15:45
15:50: 17:00
15 min.
Module 4 - Strategic Account Management
Profiling
DIG management
Client Objective Map
Value Chain Analysis
Pop Quiz
End of Day One

3. Day Two
Time
9:00-10:20
Activity
Break
MODULE 5 – Sales Management Overview
Evolution of Sales Management
Sales Management Roles and Responsibilities
Inverted Pyramid Org Chart
Bell Curve Analysis
Target Probability Analysis TPA
Sales Situation Exercise
BREAK - 10:20
10:30-11:30
10 min.
MODULE 6 – Orientation Programs
Sales Person Orientation (Onboarding)
Company & HR coordination
Pyramid of Training
WEB/CBT/OTJ training
Importance of reinforcement
Sales Situation Exercise
11:30- 12:30
Module 7 - Field Coaching Competencies
Field Coaching Models
Reverse Engineering
Coaching communication skills & delivery process
Managing Different Personalities
Coach Reinforcement & Follow Up

4. Time
Activity
Break
Sales Situation Exercise
BREAK 12:30- 13:30
13:30- 14:30
60 min.
Module 8 - Conducting Memorable Sales Meeting
Sales Meetings Ground Rules
Tips and Techniques
5 Steps Sales Meeting Structure
Follow Up Memo/Email
Sales Meeting Preparation Form
Sales Situation Exercise
14:30- 15:30
Module – 9 Sales Performance Tracking
Review CRM Tools
Implementation Rules
Input vs Output
Frontlog Management
Pitfalls and Performance
Sales Situation Exercise
Break 15:30-15:45
15:50: 16:00
15 min.
Module 10- Focused Coaching
Focused Coaching Format
Focused Coaching & PMS
Focused Coaching Check List
Sales Rep. Feedback Do/Don’t
3/3 Performance Model

5. Time
Activity
Sales Situation Exercise
16:00: 17:00
Module 11- Solving Performance Problems
Managing the Under-performer
Supporting the Over-performer
Review of Performance Improvement Plan
Following HR guides for Performance Challenges
Identify Strength/Weakness of Sales Persons
End of Day Two
Break

6. Day Three
Time
9:00-10:20
Activity
Break
MODULE 12 – Territory marketing Plan
Review TMP Model
Expected Outcomes Process
Client Business Review
TMP-Goal Setting & Forecasting
BREAK - 10:20
10:30-12:30
10 min.
Module 13- Hands-on Exercise
Cash Management & Net Present Value
BREAK 12:30- 13:30
13:30- 14:30
60 min.
MODULE 13 Cont’d – Hands-On Exercise
Cash Management and Net Present Value
14:30-15:30
Module 14 – Business Case
The Scenario
Your Idea
Your Proposal
Your Challenge
Break 15:30-15:45
15:45- 16:45
15 min.
Final Business Case Presentation
Team Present Their Solutions to DIG Members
16:45: 17:30
Final Debriefing and Q&A
End of Day Three