Divide your customers into optimized segments
 Target tours objectives for each sales person
 Develop an appropriate action plan
 Define good controls

Area managers
Sales manager and every person managing a business team

2 days. Possible to be individually coached.

Lecture
Experience shared with participants
 Tools creation, specific for each company
 Real-life working conditions
 Self-evaluation form

Organizing your prospection and your visits

Identify / Sort / Select :

Strategic marketing adapted to your business team and rounds.
Your customer portfolio analysis
Determine the main priorities, Pareto policy, ABC Matrix
Rebalance your customer portfolio according to regional and national strategies
Take into account customers' specificities
Competitors: Strategy and objectives, their position, your differences

Carry out a sector operational plan

Define your ways adapted to your customers and offers
Sales tools
Build your business action plan
Manage your daily customer file

Organize your tours and optimize your « visits capital »

Organization tours according to:

• Geographical criterias
• Priority objectives and targets
• Different types of actions (Customer conquest or loyalty)

Business ability and time optimization:

• Determine visit period
• Estimate necessary durations
• Organization tools
• The ways to efficiently manage your teams

Good activity indicators dedicated to tours

What to measure?
When to measure?
What to take into account in order to motivate the team