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Sales & Account Management
 
What every salesrepresentative and account and territory manager - and their manager wants (andneeds).
Topic/ Area ToolsIncluded
Account Planning
  • Step-by-step roadmap to manage each key account
  • Responsibilities assessment & task assignment 
  • Territory planning (partner mapping and value attributes)
  • Gap analysis
  • Channel Value Analysis & EvaluationProcess (CEP®)
Account Profiling
  • Understand the account
Buying influencesmapping
  • Know who buys what, when, why, and how - in each account and in eachsituation.  Methodology, templates andguidelines
Compensation,Commission Allocations & Incentive Programs
  • How to determine the “right” compensation for the sales rep.
Development Planning
  • How to develop an account; cross selling, up-selling, loyalty andconsistency.  Become a trusted advisor.
Evaluation Processes
  • How to determine the value of your accounts, key ratios, hard and softdollar values
Hiring Process
  • How to hire the best
Meeting Management
  • Best practices on “How to run a meeting” with checklists, guidelinesand templates
Negotiations
  • Tips and techniques
PerformanceManagement
  • How to measure the performance of a sale rep.  Key indicators, self analysis, performancereview.
Pre-planning
  • Preparing to prepare an account plan.
ProductivityCalculators
  • How and what to measure to determine if the account is worthwhile.
ProfitabilityMeasures
  • Gross profit or real profit? Costs to run the account
Rep Contract
  • Agreements for reps
Sales ProcessBlueprint
  • A blue print for selling simple to complex systems and solutions.
Territory Planningand Mapping
  • Coverage mapping by industry, effort, revenue and expense
Time Management
  • Where and how to spend you time and resources

For details and customized tools,contact us: edu@mnsachannels.com


 
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