Who Should Attend

Sales
Managers & Executives

 Course Format

1 Day
Territory based
Interactive & Practice

 Prerequisites

Course Pre-work
Basic MS Excel skills
Computer access required

Overview

This sales training course is based on the popular book Selling Against the Goal, which provides Sales Reps with the tools to take control of their lead generation activities. Participants acquire the skills to penetrate their sales territories and major customer accounts to drive consistent sales leads. Sales Reps leverage multiple resources to increase the amount of qualified leads in their sales funnels, while learning to create results-oriented lead generation activities highlighting key differentiators and placing them above the competition within their target markets. Using electronic tools throughout the course participants:

  • Begin creation of a lead generation campaign for a top target market in their territory
  • Write lead generation activity content
  • Start development of a useable 6-month territory or account plan to drive new opportunities

Objective

Penetrate and grow territories more rapidly through:

  • Targeting best-odds markets
  • Consistent, planned and systematic lead generation activities
  • Deliberate strategic territory planning

Benefits

  • Generate own leads to maintain a full, consistent and targeted pipeline of best odds opportunities
  • Initiate planned lead generation campaigns to proactively drive leads into the territory
  • Sustain effective communication with current customers and prospects establishing your company as valued professionals they can come to with opportunities
  • Incorporate and motivate an extended network of partners and resources to drive additional leads
  • Focus on key differentiators to maximize best-odds opportunities and improve closing ratios

What People are Saying


Deborah Williams, President of Design and Image, celebrates her sales success in front of her "Funnel on the Wall" which she created after attending the KLA course Selling Against the Goal at Performance Solutions.

Ms. Williams said, "The course really helped me focus on my sales process and allowed me to target my lead generation efforts.


Additional Information

Explore our other Sales Training offerings