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This workshop will enable the participants to create a plan that will help them achieve their sales revenue goals by building a strong sales territory and or customer base.

Course Outline
  • We will review the basics of strategic business planning and what considerations must be made for preparing the plan.

  • In our session a list of key activities will be compiled.

  • Past, present and future market trends will be discussed so that the participants will be better armed to successfully adapt to changing market conditions.

  • Anticipated challenges or obstacles that may prevent you from reaching desired targets will be revealed in order to prepare you to disarm them.

  • Soft problems and possible opportunities will be highlighted.

  • We will help you breakdown your revenue goals into more manageable amounts and create benchmarks so that you are able to measure your progress.

  • Participants will become more conscious of their regional or geographic focus and create a plan to make better use of their time and balance out their efforts.

  • By broadening your awareness of various market and or product segments we will help you to blend your sales and capitalize on new opportunities.

  • Our discussion will acknowledge and assist you, to better understand your competition so that you are more aware of the advantages that you offer your clients.

  • Learning how to effectively utilize other team members as a support mechanism will magnify your ability to produce results.

  • We will assure that you are tapping into outside resources.

  • In our conversation core competences will be reviewed to help you recognize selling skills that come naturally and those that you need to develop.

  • In the finally we will create a summary, list key points identified and prepare a personal S.W.O.T. (Strengths, Weaknesses, Opportunities and Threats) Analysis. Testimonials:

    Today was a great way to feed my brain and increase thought and forward thinking.  I learned the importance of defining/clarifying short, medium and long term goals to help define and focus directions.  Marshall has a way of getting us to think and formulate answers rather than simply provide the answers which enables the student to retain and associate with the learning.

    John Wong, Manager, Business Solutions, Armor Personnel


    This workshop lets you see that you can “think bigger”.  I learned why having a Plan B is so important.  Marshall was great!

    Travis Crawford, Sales Representative, Brown Packaging


    Today was informative and generated questions that one must answer themselves.  I learned the many different things that need to be considered when compiling a business plan.  As usual, Marshall was great.  He ensures that everyone participates and accesses their own situations.

    Martin Pemberton, President, Sierra Automation


    Good!  This workshop is very thought provoking and gives you lots of questions to consider.  I learned new ideas with regards to a personal S.W.O.T. analysis, sales skills improvements and what I need to do.  Marshall is always professional with good stories that apply and relate to discussions at hand.

    Stacey Duggan, Chief Leadership Officer, Operations, Prior Resource Group


    Excellent!  I learned the most from the section on long-term planning and that I need to forecast further out.  Marshall made me think of a different way to do things.

    Bryan MacDonald, National Sales Manager, Commercial Division, Electrolux Home Care


    Very informative!  I learned to develop an action plan 12 months, 24 months and even 60 months in advance.

    Larry Bossy, Territory Manager, Electrolux Home Care


    Very informative and eye opening.  I learned how important it is to plan long-term, write it down and of course – keep prospecting.  Marshall is an excellent speaker with a mix of information and personal stories that help you relate.

    Kevin Smith, Territory Manager, Electrolux Home Care


    Marshall is a good presenter and he kept me interested.  I learned that I need more long-term planning and to set realistic targets and goals.  Marshall is personable and is good at getting everyone to participate.

    Derek Salisbury, Account Executive, Execulink Telecom


    Good knowledge shared throughout the session.  I now understand that I need to look at myself as well as the team.

    Marcia Herteis, Execulink Telecom


    Today’s workshop got the thinking and creative juices flowing.  I learned the importance of listing actions and benchmarking and thinking further forward.  Marshall delivers well and uses examples and anecdotes to paint the picture.

    Darren Dayman, Sales Manager, Tri-Lad


    Well delivered, understandable and informative. The course stressed the importance of business planning and how it relates to success.
    Dave Davies, Sales Representative, Marks Supply Inc.

    Good information about building a business plan. Planning gives you guidance for the upcoming year. Marshall is a clear speaker and allows others to speak.
    Frank Montecalvo, Akzo Nobel Coatings


    Very well presented! Plan – track – benchmark ! Excellent! Marshall made the group feel very comfortable.
    Joseph Spencer, Akzo Nobel Coatings

    Very direct and to the point. Along with doing “all the talking” write it down – “activate”. Marshall is knowledgeable and direct. His personality suits this workshop.
    Laurie Tigert-Dumas, Imprint Publications, University of Waterloo


    This workshop made me think more about goals. I learned the most from the section on goal setting. Marshall is an interesting talker with great point.
    John Watson, Mechtron

    Good overview. I now understand why planning is so important, day to day and for future business. Marshall is clear, to the point and informative.
    Jill Breeze, White-Rodgers


    Very informative. I learned that little tricks can make a big difference. Marshall has great examples of how to break things down into little pieces.
    Bill Fisher, Sales Representative, Marks Supply Inc.

    Once again, well delivered and understandable. Always informative. The course stressed the importance of business planning and how it relates to success.
    Dave Davies, Sales Representative, Marks Supply Inc.


    Again, you are able to address our specific problems with mature, responsible answers. The introduction and exercise to get us thinking of a ‘plan’ was great. Lots of information. I loved the brain storming and the small group session.
    Diane Walsh, Sales Representative, Marks Supply Inc.

    This was a great workshop. Marshall taught the importance of planning.
    Adine Ward, Sales Representative, Marks Supply Inc.


    Marshall has made me aware of some of the resources already in place in the company.
    Mike Harber, Sales Representative, Marks Supply Inc.

    It was very insightful for future planning.
    Ed Lambert, Sales Representative, Marks Supply Inc.

    Very good – four hours goes by fast. I thought the importance of planning and changing the rules when necessary was an eye opener.
    Kevin Bokor, Sales Representative, Marks Supply Inc.

  • Prerequisites & Certificates

    Who Should Attend: Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career. Participants currently employed in a selling environment that is going through a cultural change, which is placing new demands upon the sales force and requiring individual team members to become strategic thinkers in their selling practices. Individuals seeking the necessary knowledge to advance in their sales profession from a front line soldier mentality to a professional business mindset. People who lack the tools and structure to advance their selling game to the big leagues. Those who need to take their business management practices to a new height and begin to think, plan and strategize in order to successfully achieve corporate goals and objectives. Anyone who is hoping for an opportunity to advance into sales management or is simply searching for new ideas that will help them advance personally and professionally. Sales people who work in a selling environment that demands that they take personal ownership and accountability for themselves and the territory and or customer base that they service.

    Certificates offered

    Training Materials, and Refreshments Included.

    Cancellation Policy

    Map & Reviews
    Elite Training Systems
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    This course currently does not have any dates scheduled. Please call 1-877-313-8881 to enquire about future dates or scheduling a private, in house course for your team.

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