STAGE 1

Territory & Account Planning

Understand the process for developing business planning strategies to meet sales objectives in two key areas: territory planning and account planning.

In chapter 1, Market Understanding, you’ll focus on how to get to know your market better than anyone.

In chapter 2, Analysis/SWOT Assessment, you’ll develop an understanding of the best ways to do what you do best.

In chapter 3, Client/Prospect Profile Development, you’ll categorize your enterprise opportunities using Sandler’s proprietary KARE system.

In chapter 4, Territory Value Propositions, you’ll determine the best way to highlight the value you bring to your territory when it’s considered as a whole.

In chapter 5, Account Planning, you’ll focus like a laser beam on account planning, using a proprietary Sandler tool called the Growth Account Booster.