Sales is one of the few occupations where you are compensated in direct proportion to the results you specifically achieve. If you maximize your productivity, you will see an increase in your salary. If you don’t manage your time and territory efficiently, you ultimately:

• Lose out on more opportunities.
• Lose more business from current customers.
• Have a lower closing ratio.
• And, don’t make as much as you could.

Sales is one of the few occupations where you are compensated in direct proportion to the results you specifically achieve. If you maximize your productivity, you will see an increase in your salary. If you don’t manage your time and territory efficiently, you ultimately:

• Lose out on more opportunities.
• Lose more business from current customers.
• Have a lower closing ratio.
• And, don’t make as much as you could.

Attend Time and Territory Management to make more money with less stress. In this one hour program you will learn how to:

• Understand the value of time and the compounding importance of making small incremental changes.
• Understand how to use SMART goals to gain control of your time and life.
• Develop a simple two stage planning process.
• Create accurate worksheets to identify potential business.
• Establish a call pattern that will return the greatest investment on your time.
• Prepare for a call.
• Understand the components of a successful meeting and know how to manage a meeting to a successful outcome.
  

John Schumann is an international sales trainer and a partner in Whetstone Group. He teaches what he has learned through 27 years of sales, sales management and training experience in such companies as Johnson and Johnson, PSICOR (acquired by Baxter Laboratories), NOVUS and Coral Therapeutics. He has extensive sales and marketing experience in both large international companies and small entrepreneurial companies. He is experienced in selling both products and services.

John has trained clientele ranging from multi-billion dollar corporations to solo entrepreneurs. In addition to training in Whetstone's Training Center he has also taught in customized in-house/retreat sessions for corporate clients' salesforces, and is not afraid to challenge traditional ideas of selling and marketing. His experience with major corporations, as a member of two boards and "real-life selling" provides rich anecdotes for his seminars.

John received his Bachelor of Science degree from the University of Wisconsin and was awarded "The Distinguished Flying Cross" and "The Air Medal" while serving as an USAF pilot in Vietnam.

John has lived in La Jolla since 1986 with his wife, Candace, and has a son, Eric. In his spare time John spends time in his shifter kart, runs and skis.

“I have been through Spin, Miller Heimann, customer-oriented selling and this far exceeded those programs! Excellent and real-life examples illuminated concepts well. John did an excellent job and was fully engaging.”

"This program will benefit our sales production and the way we handle objections."

"Overall, very pleased with the training and instructional tools. The content was directly related to my everyday job situations, the instructor was very informative and flexible and the materials will be my personal work guide."

"Excellent program. Everything was great and helped me pull it all together. Looking forward to the next session."

"Beat my expectations! It will definitely help our group get results!"

"I can't wait to give this a try. I fully expect to see a more efficient use of my time....resulting in a higher closing percentage."

"I learned more than I expected. In all honesty, I was not looking forward to learning sales, as I believed that I could never be a good salesperson. However, this program helped boost my confidence and taught me how to ask the right questions."

"It was beyond my expectations. Good sales technique and training ability and John was very good!"

• $65/cd
• $65/immediate download