Description

This course will show you how to have a precise view of your sales territory in a B2B environment. You will learn how to segment your portfolio and build a strategy for developing your turnover.

Who is this training for ?

For whom ?

People involved in sales development and required to negotiate in a BtoB environment: salespeople, sales reps, technical salespeople, managers, business engineers.

Prerequisites

Training objectives

Organize your data to facilitate analysis and make results more reliable.

Exploit the calculation potential, automate processing and formatting without programming: complex, nested, matrix formulas.

This training does not cover dynamic cross tables. To do this, follow "Excel - Pivot Tables - Level 2

Training program

• The foundations of Individual Commercial Performance
  • Short and long-term commercial effectiveness.
  • Manage commercial performance: organization and communication.
  • Understand the marketing position of your products/services.
  • Realize the history of your customers and commercial relationships.
  • What are customers' expectations? Exercise: Exercise: in subgroups on customer expectations .
• Photograph of its customer portfolio
  • The ten steps to developing your PAAC.
  • Evaluate your client portfolio.
  • Portfolio segmentation, client distribution.
  • Classify the clients according to their potential.
  • Take ownership of the MDFC concept.
  • Case study Case study on the MDFC matrix.
• Prospecting and loyalty actions
  • Nominal qualification and overall photograph of the portfolio.
  • Establish a factual diagnosis of your portfolio.
  • Work on your "core targets".
  • Determine your actions and priorities.
  • Develop a strategy with low-value clients.
  • Exercise: Exercise: analyzing your own portfolio.
• Achieve your turnover objectives
  • Set forecast commercial objectives: responsibility for the territory.
  • Set qualitative activity objectives: activity potential of the seller.
  • Put arguments in place of turnover development.
  • Use loyalty levers (telemarketing, mailing.
  • ).
  • Anticipate objections, plan fallback solutions.
  • Define a pricing strategy and prepare compensation.
  • Exercise: Exercise: on achieving objectives and organizing your work.
• Improve your profitability
  • Establishment of a means plan to maintain, develop, maintain and prospect its customers.
  • Establishment and use of dashboards.
  • Have clear visibility of your schedule to manage your time and efficiency.
  • Exercise: Exercise: on monitoring your commercial activity.