Implementing Field-Force Effectiveness

This Implementing Field-Force Effectiveness Course will discuss the following:

Course Contents

Day One

• The Sales Force Business Needs

  • Sales effectiveness plans

  • Strategies to focus the sales force efforts

  • Brands promotional plans

  • Sales performance metrics

  • Inputs for sales targeting strategies.

• Sales Data, Planning and Analysis Tools

  • Modeling

  • Scenarios in Excel

  • Correlation

  • Regression

• Tracking Effectiveness.

Day Two

• Territory Delineation

  • Identify key areas of opportunity

  • Identify key areas of challenge

  • Territory level incentive plans 

• Managing the Territory

  • Territory sales quotas plans

  • Territory time

  • Sales budget management

  • Sales activity analysis

  • Sales resource utilization effectiveness

  • Evaluation the performance:

    • Comparing actual against Budgeted Sales

    • Market Share and Performance Index

    • Average revenue per call

    • Sales Call analysis

    • Market Intelligence reporting

Day Three

• Selling Skills Effectiveness

  • Identify key drivers of sales performance

  • Constancy of Field Sales Conferences & Training: 

    • Product knowledge

    • Selling skills

    • Sales planning

    • Planning follow-up

    • Customer targeting

    • Personal attitude

    • Building relationship

• Tracking of Success.

Note: Available as Classroom Training as Well as Online Training