Module 6, Activity 2

Strategic Sales Planning

This course is relevant for any sales representative, both new and experienced,
seeking to improve their Strategic Planning and Time Management skills. The
primary audience will be:

New Learning Technology Representatives going through Onboarding

Tenured field Learning Technology Representatives
District Managers and Digital Learning Consultants that coach Learning
Technology Representatives on strategic territory planning and time
management skills.

Terminal Objectives

Terminal Objective 1: After the learner has completed this course, learner will
be given a list of 50 tasks by the instructor and will complete a daily plan,
without supervision, to be used in the field consisting of at least 5 tasks that
fall into Quadrant 1 to be completed during one 8 hour workday. Learner will
then create a measurable, short term goal for each task that can be
completed that day- Synthesize/Cognitive
Terminal Objective 2: Given a list of 25 tasks done in one day by instructor,
learner will be able to recognize (circle) revenue generating tasks v. nonrevenue generating tasks. Criterion: 20 of 25 correct- Application
Terminal Objective 3- After viewing video on the Eisenhower Matrix, instructor
will give learner a list of 50 tasks. Learner will categorize each task into 4
quadrants. Learner will then share response with partner, get feedback, and
be given an opportunity to revise- Analyze
o Urgent, Important (Quadrant I)
o Not Urgent, Important (Quadrant II)
o Not Important, Urgent (Quadrant III)
o Not Important, Not Urgent (Quadrant IV)

List Pre-instructional Strategy: Learner will view a PPT presentation with list of
True/False statements about daily planning, time management, and goal setting

Enabling Objective

Level on
Blooms
Taxonomy

Learner
Activity

Given one target account

in learners territory,
learner will create a list of
25 tasks learner feels they
need to complete in one
day to be successful in this
account

Understand/Cognit
ive

Self Paced

Given a list of 25 tasks

created by the learner, the
learner will rank each task
in order of how much time
they spend during one day
on that task from 1-10; 1
being the most time on
paper.

Application/Cogniti
ve

After reading a handout

defining the types of
goals, learner will define
the 3 types of goals:
Short term,
measurable goal
Long term, terminal
goal
Non measurable
goal

Understand/Cognit
ive

Learner will
create a list
of 25 tasks
learner feels
they need to
complete in
one day to be
successful in
this account
Learner will
rank each
task in order
of how much
time they
spend during
one day on
that task
from 1-10; 1
being the
most time on
paper.
Learner will
define 3
types of goals
after reading
a handout
about types
of goals

Given a list of 25 goals,

the learner will categorize
goals into 3 groups.
Criterion: Learner must
categorize 23 of 25
correctly to be proficient:
Short
term,

Comprehend/Cogn
itive

Learner will
categorize
goals into 3
groups

Self Paced

(What would
learners do to
master this
objective?)

Delivery Method
(Group
presentation/lecture
, self-paced, or
small group)

Self Paced

Self Paced

measur
able
goal
Long
term,
termin
al goal
Non
measur
able
goal

Given a list of 25 tasks,

learner will create a short
term, measurable goal for
each task.

Analyze/Cognitive

Learner will
create a short
term,
measurable
goal for each
task

Self Paced