Skip to main content

Target Territory Analysis Tool is a great tool for sales people

Written by ITD

Territory Analysis is part of your sales planning

target sales training

Target Territory Analysis Tool is a great tool for sales people

The ITD TARGET Territory Analysis Tool gives sales people a simple format to create an overview of their territory. It includes a simple way for categorising their accounts according to the revenue/margins achieved into A, B & C accounts. It also allows for factors in the potential revenue/margins achievable, especially with B & C accounts. The tool includes details of current products/services and potential sales opportunities.. In a snapshot the sales person can see an overview of their territory. They can see how balanced it is. Are they relying too heavily on one, or two major accounts? Do they have a good spread of accounts? Is there a good spread of products across the territory? The Target Territory Analysis Tool is written in excel and will fit with any CRM system. – See more at:

http://targetsalestraining.com/sales-courses/territory-management-training

Blog

Territory management tips for sales managers #2

Written by ITD

Focus is the key word in sales

Territory management training

Territory management tips for sales managers #2

Part of the sales managers role is to ensure your team has focus. To ensure they are spending their time in the most efficient way possible. Time is a precious resource and with increased web sales we have to make sure resources spent on sales people are well invested.

Focus is the key word in our territory management training. Focus on the right accounts and talk to the right people about the right products, or services. To ensure your sales team focus in the way you want them to, and in a way which might seem obvious to you. Our territory management training will give you the comfort that the team have a structure to operate within. – See more at: 

http://targetsalestraining.com/sales-courses/territory-management-training

Blog

Great feedback from communication skills training in Moscow

Written by ITD

Young professionals relish communication skills training

Moscow

We ran a one day communication skills training workshop in Moscow in September. The participants were all young business professionals. Following the training we sought feedback via email. They really enjoyed the training and found it very useful. The session was delivered in English, a language requirement for them. They enjoyed the various models covered including the ITD personality model, assertiveness model and our questioning model.

It was a pleasure working with this group who were hungry to learn and apply every idea to their situations and personal experiences.

See more on our communication skills training at:

https://itd.com/communication-skills-training

Training

Territory management tips for sales managers #1

Written by ITD

Good territory management includes processes and skills

Territory management training

Territory management tips for sales managers # 1

Good territory management training covers both the processes and skills your team needs. Processes give clear expectations on the structure you require. The skills covers the specific behaviours required. And they need to master both. It’s no good being a great natural sales person if you can’t complete the reporting and analysis required. Then again too much time on the latter could mean not enough in dialogue with clients. With the right training your team will be operating within clear expectations as to how they will spend their time. – See more at: 

http://targetsalestraining.com/sales-courses/territory-management-training

Blog

Why do some sales people need territory management training #3

Written by ITD

Sales planning is often missed by sales people

Territory management training

Why do some sales people need territory management training #3

Good territory management includes planning your diary. It means planning your travel and your effort. Rather than reacting to the needs of your accounts as they arise, you plan when and where you will be. Of course there may well be a need to be flexible and react to important needs as they arise. This planning means looking at you diary and your accounts and planning where you will be on certain days of the week or weeks of the month to maximise efficiency. – See more at: 

http://targetsalestraining.com/sales-courses/territory-management-training

Blog

Why do some sales people need territory management training #2

Written by ITD

Being aware of personalities is key in sales

time management training

Why do some sales people need territory management training #2

Focussing your effort will bring rewards. You know which are the most lucrative accounts, but you also know which people you prefer to work with. And the two may not be the same. So being a social person you might be drawn to spend too long with less productive accounts, with people who are nicer to deal with.

Then again there are social clients who are very chatty. They are sometimes called the sales persons friend. They will talk and talk, but they will do the same with any sales person who will give them the time of day. Other clients can be very direct and not chat at all. This can be awkward for some sales people, but it just needs a different approach.

Our territory management training helps sales people focus their time by dealing with each personality in a tailored way.

See more at:

http://targetsalestraining.com/sales-courses/territory-management-training

Blog, Sales/Service, Territory Management

Sales Tip for Lawyers – ITD Legal Blog – Needs and Wants

Written by ITD

Needs & Wants in Sales for Lawyers

Communication skills are key for persuasion and explanation

Every prospect has needs and wants. The needs are those logical aspects, such as the need for legal counsel for a client’s employment issues. The need to have cases handled professionally. The need to have up to date legal advice in the necessary jurisdictions.

The wants are more emotional drivers, such as wanting to work with a lawyer they like, or wanting to work with a lawyer they see as similar to themselves. Another want might be to be discreet, so that as little press coverage as possible is made of the situation. Needs are the drivers behind the requirement for a lawyer, or law firm. Wants tend to be the drivers behind the choice of law firm and lawyers. Wants are the reasons why a particular law firm is chosen. Not always, because sometimes there might be a logical need behind the decisions, such as to consolidate suppliers, for example. But more often wants are the drivers.

One lawyer’s ability to communicate in a way preferred by a prospect can lead to a business win. That engagement and understanding wins the day.

It is an essential sales skill for lawyers to understand, or get to understand by asking questions, the needs and wants of prospects. Only by doing this can you present your service in a way which is relevant to the prospect, or client.

Which means going into a pitch blind without any preliminary meeting is going to prove very difficult to win.

www.itd.com/law-firm-training

Blog, Lawyers, Legal

Why is territory management a must for some sales people?

Written by ITD
Leave a Comment
Territory management training with ITD helps sales people plan & execute these plans for improved performance

Territory management training with ITD helps sales people plan & execute these plans for improved performance

Why is territory management training a must for some sales people?

You probably enjoy having a territory because it gives you the freedom you want from a job or career. You probably enjoy selling because you prefer not to have the routine of a desk bound job. This means you probably need the structure our territory management approach will give. You will still have the freedom but underpinned with structure. See more at https://www.itd.com/territory-management-training/

Blog, Sales/Service, Territory Management

5 Tips on Great Leadership – Number 5

Written by ITD
Leave a Comment
Leadership presentation training

Leadership presentation training improves impact and buy in to difficult messages

5 Tips on Great Leadership – Number 5

 

Tip 5: Tell Clients and Staff How Much They Are Appreciated

It costs nothing to thank clients personally and to remember to tell employees when they did a great job. Everyone deserves and wants to be appreciated and valued – even fellow directors. If we display gratefulness, enthusiasm, common sense and energy then this will help create a sustainable profitable business with client and staff loyalty.

www.huffingtonpost.co.uk

Blog, Leadership, Leadership, Management / Leadership

TARGET© Account Plans from ITD give sales people a great planning tool

Written by ITD
Leave a Comment
Territory Management training

Territory management training with ITD helps sales people plan & execute these plans for improved performance

TARGET© Account Plans from ITD give sales people a great planning tool

 

The TARGET ©Account Plans have been developed to give sales people a simple and effective tool to plan their account activity. The plan gives the sales person sufficient detail so that they can clearly see what they know and where their knowledge is lacking. It will show them where the opportunities are and where there are threats. It will also give them ideas as to why the account is under achieving. Gaps in knowledge are very clear to see. The output is that your sales people will be much clearer about what they need to do to develop revenue from the account. The Target Account Plan is written in excel and will fit with any CRM system. – See more at: https://www.itd.com/territory-management-training/

 

Blog