Strategees

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The StrategeeSystem:
Territory Sales Management

The Territory Sales Management System is a management tool which monitors the activities of the sales team in order to attain your company's profit and sales goals.

"Exceeded expectations...The overall presentations and strategees are all I could have hoped for and more!" John Fiderio - Meriden, CT

System Components

1. Forecast
Establish the company's budget which includes each sales persons' sales forecast by fine line class, by product/service, by account and by sales territory sub market. In this manner, the sales force will be accountable for their individual revised forecast.

2. Adjustment
At the beginning of each month, the sales representative makes an adjustment to the original forecast by stating what they know will be sold during the coming month by fine line class, by product/service and by account. Any adjustment which falls short of the forecast will be noted and listed.

3. Shortages
The products/services which contain shortages will become the goals for the month. Each day planned sales calls in sales sub-markets will be made to achieve the forecasted sales of each of these products/services. These calls are mandatory.

4. "Core" Calls
Two "core" calls are made each day on key active and key target accounts with the express purpose of creating new business not included in the forecast or monthly adjustment. These calls are mandatory.

5. Routine Calls
Routine sales calls are made to key active and active accounts to maintain expected sales. These calls are mandatory.

6. Weekly Review
A weekly review of each daily planned activity form will identify elements of the sales process which need improvement.

7. Monthly Review
Monthly, a Strategees Management Associate will review all reports with the Sales Manager and the sales team.

8. Sales Training
Training programs will focus on the areas needing improvement, which have been identified in step #6.

To enhance the effectiveness of our Territory Sales Management System, we recommend sales training in Observation Selling. This unique training program high- lights the power of the unspoken word during the sales process.

Guarantee: This system is guaranteed to provide positive results when all components are completely implemented, dependent on the active endorsement and support and of company management.