Post training plan of Sales Department

Week Activities
No. From To
Suspect Listing. Each candidate has been given three Vertical
markets. A target of 300 suspects in each Vertical Market given.
They must provide all information for each suspect e.g. Number, 13-Feb-
1 Email, address, POC and Brief about the company. 17 18-Feb-17
Appraisal will be done on task completion and ability assessment
as to how to gather information. The assessment will also be 13-Feb-
1a done on persistence shown. 17 18-Feb-17
Qualification of Suspect list. Finalization of Prospect list & 20-Feb-
2 engagements 17 25-Feb-17
Appraisal will be done on the basis of quality of Suspects, and 20-Feb-
2a ability to engage prospects. 17 25-Feb-17
Engagements of prospect. 27-Feb-
3 17 4-Mar-17
Appraisal will be done on the basis of the ability to engage
Prospects and skills shown during the engagement process.
Every sales person will be given a target to Gain commitment 27-Feb-
3a from at least one prospect. 17 4-Mar-17
4 Engagements of prospect. 6-Mar-17 11-Mar-17
Appraisal will be done on the basis of the ability to engage
Prospects and skills shown during the engagement process.
Every sales person will be given a target to Gain commitment
4a from at least one prospect. 6-Mar-17 11-Mar-17

Simply put, a Suspect is everyone in your target market who could potentially buy. Lots of Suspects means
you could have a big market opportunity.

The buyer’s need at this stage is basic information and awareness about better ways to accomplish what
they are trying to do.