Organize your

SALES ACTIVITY

This training will enable you to organize your prospecting work by determining the relevant segmentation criteria and methods for automating your activity.

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Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

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Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4/5 (1141 reviews)

Success rate*

88%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The sales action plan and key milestones

The Business Flow
Customer targeting
Prospect targeting

Practical activities:

Review and formalize the Business Flow.
Establishing a targeting and segmentation file of its customers
Define targeting criteria for your prospects

Pipeline review and effort calculator

The pipeline backflow calculator
The calculation of effort allocation
The GO/NO GO matrix

Practical activities:

Perform a detailed analysis of your Sales Pipeline feedback.
Revisit the calculation of prospecting activities in light of your closing objectives and pipeline.

Weekly organization

Activity blocks
The weekly planner
Key elements for optimal efficiency

Practical activities:

Finalize the analysis of your activities
List all ideas for improving your organization according to the 8 laws of time management.

Automation of sales activities

Daily micro-tasks
Facilitating tools: sales enablers
CRM and automation possibilities

Practical activities:

Refine optimizations for micro-tasks and implement the defined actions
Start implementing the defined optimizations for your CRM.

Reviewing actions and management tools

Methods for increasing productivity
Managing your sales activities
Summary of changes to your organization

After the training

Knowledge validation questionnaire

Before each session

Participants receive resources (readings and videos) on the topic discussed.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

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Manage your time in sales: Maximize the productivity and performance of your sales representatives

Effective time management is crucial for salespeople looking to maximize their productivity and performance. In an environment where every minute counts, knowing how to organize your schedule, optimize your selling time, and stay productive are essential skills. Here are some tips for effectively managing your time in sales.

Effective time management in sales: planning sales activities

Planning sales activities is the first step towards effective time management in sales. Take the time to define your sales objectives and establish a detailed action plan to achieve them. Identify priority tasks and set realistic deadlines for completing them. By structuring your workday, you can maximize your efficiency and avoid wasting time.

Using time management techniques

Optimizing time in sales also involves using proven time management techniques. Adopt methods such as the Pomodoro Technique, the GTD (Getting Things Done) method, or the Eisenhower Matrix to better organize your schedule and prioritize your tasks. Also, use time management tools such as calendar applications and task tracking software to stay organized and focused.

Prioritize tasks effectively

Productivity in sales also depends on your ability to prioritize tasks effectively. Learn to distinguish between urgent and important tasks and focus on those that have the most impact on your sales results. Dedicate time to activities that generate the most value for your company and delegate or eliminate tasks that do not contribute to your goals.

Workday planning

Planning your workday is essential to maximize your sales results. Start each day by defining your goals and planning the tasks you need to accomplish. Organize your schedule into blocks of time dedicated to specific activities, such as prospecting, client appointments, or sales follow-up. By sticking to a well-defined work plan, you can avoid distractions and stay focused on your goals.

Proactive approach: balancing urgent and important tasks

To effectively balance urgent and important tasks in your schedule, take a proactive approach. Anticipate your customers' needs and plan your schedule accordingly. Schedule time to respond to urgent requests while also dedicating time to activities that contribute to your long-term goals. By effectively managing urgent and important tasks, you can avoid stress and maximize your sales performance.

Automation of repetitive tasks

To save time and increase your sales performance, use strategies such as automating repetitive tasks, delegating non-essential tasks, and optimizing your sales processes. Also, use technological tools such as CRM (Customer Relationship Management) software to track your interactions with customers and identify sales opportunities.

By following these tips and using the right sales time management techniques, you can optimize your sales activity and successfully achieve your sales goals.