Introduction

Business planning is one of the key tasks for sales professionals and sales managers, developing a territory action plan requires in depth knowledge of the territory business, customers, and people.

Top companies don’t depend on intuitions to develop their plans, they usually depend on data and analytics.

True as it may seem, yet many sales professionals fall in the trap of “Paralysis by Analysis”.

Which data to look for? What KPIs to consider? Why is the territory sales performance looking this way?

A lot of questions that need to be answered before taking a deep dive into the data, to ensure identifying the right performance gaps.

Having identified the gaps, a solid and executable territory plan needs to be developed and communicated to the correct stakeholders to be able to act upon and achieve the required objectives.

After developing the plans, sales managers need to be able to identify the right set of KPIs to ensure flawless execution of their plans and generate value to the organization.

To be successful in this role, sales managers need to acquire a set of competencies that enables them to succeed and deliver the results while maintaining team motivation and ensuring buy-in of the team and other stakeholders.

These competencies include:

This program can be customized to support, sales professionals, acquire those set of competencies and have the opportunity to practice them in a safe environment that supports the skills uptake and changing it to a day to day behavior.

The program depends on Blended learning approach that accommodates all types of learners through diverse learning activities, including:

ü  Pre-work prior to classroom.

ü  Classroom activities (Presentations, Posters, Job Aids, Group Activities, Case Studies)

ü  Post Classroom follow-up: Webinars, Coaching Guides, Customizable templates.

Program Outline

Business Analysis & Planning - Two days classroom.

Program Details

Target population: Sales Management, where the FLMs acquire the basic skills for territory business management, including customer business planning, creating a detailed territory plan and ensuring timely execution of the plan.

Business Analysis & Planning 

Course Description

Business Analysis and Planning is a process and learning solution specifically designed for First Line Sales Managers to enhance their ability to:           

•  Define and set district and regional objectives with the inclusion of the customer-focused mindset

•  Allocate resources effectively.

•  Monitor and evaluate progress of business objectives and ask the questions necessary to determine root causes of under-performance and over-performance

•  Communicate effectively (top down and bottom up)

Program Objectives

After attending these sessions, managers will be able to:

·       Increase the ability to analyze performance and create short term plans to address the most critical areas needing improvement and opportunities for growth

·       Ask the right questions to focus on four key result areas: Business, Customers, People, other Resources

·       Interpret and use KPIs more effectively, differentiating lead from lag indicators, as well as to leverage other performance information.

·       Prioritize short- and long-term opportunities for action, focusing on those with the biggest impact first.

·       Translate opportunity into action, ensure executional excellence and measure and monitor success to allow for rapid response and realignment when objectives are not being achieved as expected.

·       Communicate more effectively to the sales team and across the organization, to ensure understanding and gain commitment to resource allocation and executional excellence.

Delivery Method

·       Two days classroom session.

Content

·      Business acumen

·      Critical thinking

·      setting objectives

·      Planning and prioritizing

·      Developing and using KPIs

Delivery Method:

·      Two Days interactive workshop.

Deliverables

·     Territory Action Plan template