New Account Development
Introduction
In today's selling climate sales teams must differentiate your company, its unique and valuable features, and methods of delivery or strategies to reduce post implementation expenses. New account development today requires a novel approach that goes right to the root of the prospect's problem
Course Overview
This course provides management with systems, strategies and structure to proactively and consistently develop new business providing traction for your company to get to the next level through process engineering.
Course Objectives
At the completion of this course you will be able to:
- Utilize a methodology to measure and assure a proactive role in the sales representative's activities.
- List the principles of the new account development strategy
- List the four principles of high performance to achieve objectives.
- Implement procedures and strategies to isolate and overcome probelms, establish daily activity quotas, complete tasks within agreed to timeframes and achieve documented goals.
- Implement a behavior tracking system to track sales on a weekly/monthly basis.
- Implement a structure to prospect for new business and referrals.
The course will be delivered via a combination of the following:
- Course content
- Lecture
- Questions that require individual and group participation throughout the course
- Questions that require written responses regarding how to manage and motivate different behaviors to perform at higher levels
- Questions regarding the development of performance standards and tracking standards
- Discussion and explanation of the "call debriefing" sheet
- Discussion and explanation of company-focused proposals vs. prospect-focused proposals
- "What I Have Learned" assessment
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