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Sales exercise for understanding market & competitor’s behavior


Hi Everyone,

I'm developing a training toolkit for sales managers to deliver sales training in bite-sized chunks during their weekly meetings. I need some exercises or games which last no more than 30 minutes in helping salespeople understand market and competitors' behavior. Any help will be greatly appreciated. We are a cable TV company and if you have anything for this particular industry will be even better.

Thanks so much.

Alice Ma

One Response

  1. self help
    I’ve tried lots of different approaches to this question and the one that seems to work best is to use the sales people’s own knowledge of competitor activity and strengths and weaknesses.
    That gets the sales managers some great input. I would suggest starting off with a simple
    What are the competitors up to?
    Then: what are their strengths and weaknesses?
    Then get more sophisticated: If you were the competition what would you do next?
    And/or if you were the competition how would you attack our business?
    The sales managers can then use the answers to any of these questions to formulate action plans with their sales people.
    If you want make it more of a game you can split the sales people up in to groups and ask them behave like their competitors and perhaps put together a short play that demonstrates how they would beat you. The key thing is the sales managers then have to facilitate a “therefore what we need to do is”. There is a risk in this process – looking at the competition can generate negative energy and it is really important to turn things positive at the end.
    Hope that helps – do contact me if you want any more detail.


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