Exceptional Sales Performance

Business Challenge

In todays competitive market, strategic account planning is a necessity.  High performing salespeople need to use their limited time effectively on key activities that will strengthen their competitive position and improve productivity in priority accounts.

Exceptional Sales Performance

This program helps salespeople develop account strategies that target the right buyers, in the right accounts, at the right time, with the right message.  It emphasizes skills and tactics to identify and understand key players, improve competitive position, leverage selling time, and develop effective territory and account plans.

Key Content

The following are content highlights of Exceptional Sales Performance:

• Tools to analyze time spent on key selling activities related to key objectives
• Use of buying criteria to assess the field of competitors and the competitive position of the participants own organization
• Identification of decision makers and influencers and their perspectives on the account relation-ship and buying process
• Analysis of technical and personal factors that determine the value of potential accounts
• Discussion of actions to take and avoid, based on motivations of different types of buyers
• Account planning with key actions that improve effectiveness in high priority accounts
• Feedback from participants customers about strengths and opportunities for improvement in 18 key skill and knowledge areas.

Target Audience

Exceptional Sales Performance is for salespeople with complex sales tasks who work in a highly competitive selling environment.  It is intended for those who are actively involved in territory development and account planning.

Outcomes

By participating in Exceptional Sales Performance, salespeople will be able to:

• Develop plans for more profitable accounts
• Analyze competitive position and leverage information, skills, and resources to win the business
• Determine when and how to pursue business opportunities
• Maximize territory resultsrevenue, retention, cost of sales, etc.

Exceptional Sales Performance is a 2-day classroom-based learning experience that utilizes data from salespeoples customers, gathered in advance through a confidential feedback process.

For More Information
Please call 1-800-FORUM-11 or visit us at www.forum.com.