Training Programs: Field Wholesalers

Core: 80/20 Wholesaling

Course Overview

Sales professionals are taught to focus on those few things that are known to produce the greatest results. “Pareto’s Law” or the “80/20 Principle” is a time proven method for determining the essential few. Core Skills adapts time-proven principles to best practices for sales success.

The key processes within our framework include Target Marketing and Territory Management. Target Marketing concerns itself with client segmentation, identifying opportunities, determining specific criteria for top prospects and clients and allocating time more effectively. Territory Management delves thoroughly into issues such as business
planning and goal setting, developing and refining zones, scheduling appointments, fiscal management, working as a team and a new way to measure success daily.

On-point discussion, group exercise and Sequoia tools are frequently employed to enhance the participant’s ability to carry the skills into their daily practice. Among the topics covered during the program are:

• Sequoia Foundations and Great Truths in Distribution
• Segmenting Clients: Understanding the “Factor”
• Identifying Top Prospects
• Time Allocation
• Defining Levels of Service
• Business Planning and Goal Setting
• Zone Coverage and Scheduling
• Work as a Team
• Daily Point System for Measuring Success

We conduct open enrollment programs at our corporate headquarters in Naperville, IL. Each program accommodates anywhere from 10 to 24 sales professionals from a variety of financial services firms. This variety provides a unique opportunity for the exchange of individual best practices. One of the benefits of an open enrollment program is convenience.