Sales Math 101: Developing a Sales Plan for Success

Overview/Description
 Bernard Berenson, the prominent American art critic, said, "I would, I could stand on a busy corner, hat in hand, and beg people to throw me all their wasted hours." Would you like to recapture your wasted hours? Unfortunately that is impossible, but you can make the most of the hours in your day with the help of this course. Sales Math 101: Developing a Sales Plan for Success is a course that will help you--Sales Professional, Inc.--make the most of each hour of your day. You will learn how to recognize the value of your time, and how to manage it, so as to maximize your return on the time you invest in your business (your ROTI). This course presents a series of mathematical tools that can be used to quantify a sales plan for success, and a time management model for getting the greatest return on the most important asset any sales professional has to sell: time. This course will help you to set and achieve sales goal, prioritize your tasks, and manage the precious time you have.

Target Audience
 Sales Math 101: Developing a Sales Plan for Success will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their career to the next level. As with all Sales UniversityŽ programs, this course is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.

Expected Duration
4.0 hours

Lesson Objectives:

Determining the Value of Your Time

  • recognize the benefits of knowing one's personal sales value.
  • identify the prime asset of a sales professional.
  • recognize the main principle of the Value Ladder.
  • identify the two ways to determine the value of one's time.
  • calculate the value of a specific sales professional's time.

    • Guiding Sales Planning Today

  • recognize benefits of understanding how sales planning works in today's Knowledge Economy.
  • recognize the equations used to calculate production amount required to achieve a given sales goal.
  • calculate production amount required to achieve a given sales goal.
  • calculate the number of new calls per day, or week, required to achieve a given sales goal.
  • identify the factors for creating sales plans for diverse markets, given examples.

    • Time Management for the Sales Professional

  • recognize benefits of understanding time management in professional sales.
  • identify examples of a sales professional's prime scheduling criteria.
  • match the priority fields of the time management matrix with descriptions of each.
  • schedule a specified sales professional's activities.
  • identify guidelines that help make the most of time.
  • apply the guidelines that help make the most of time, in a given sales situation.

    • Course Number: SALE0411