New business is crucial to a distributor’s long-term sustainable growth. Business that goes away year over year is known as attrition. In this session, you will learn techniques that will help you create an organized system that will keep prospective dealers in your pipeline to overcome that attrition. This training covers every step along the journey. From the basics of identifying who the potential prospects are, through the conversion and onboarding stages, to maximizing the full potential of growth. This session will guide you in providing real-life techniques that will position you as a value-added resource professional.
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This training will help Territory Managers design a systematic approach to new business prospecting rather than leaving the process to chance. It will also help Territory Managers understand the value of getting other team members involved with new business planning, overcoming objections, conversion and onboarding. Once a Territory Manager completes this training, they should have a very high level of confidence and understanding of what it takes to be successful in adding new business accounts to their portfolio.