Objective

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To understand clearly how to target & select customers served to drive optimum coverage.

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Description

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• Understanding how to prospect customers

• Understand the science of customer evaluation

• Understanding customer segmentation & selection

• Understanding how to plan route cycles & coverage frequency (from split beat model to bimonthly coverage)

• Optimum coverage & cost to serve model

 

Course Attendees

 

Field Sales leaders, Sales operations / excellence, Sales director

 

Expected Course Duration

 

Depending on the level of details 1-2 days

 

Expected Outcome

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A full understanding on how to target & select weighted customers with a clear plan on how to optimize frequency & coverage