Objective
To convince participants to continuously take actions to develop their territories / markets and not just focus on short-term sales

Theory of pipeline
Avinash Narula's experience suggests that field sales people are always putting out fires, that is, trying to meet monthly targets at the end of the month or achieving targets by pushing dealer's inventory high. Mr. Narula's "Theory of Pipeline" states that a company including its field sales people should continuously work towards building a pipeline of customers which can be classified as either HOT, COLD or WARM. In practice some of the customers will buy immediately, some after a month and some even after a year. Usually, the problem is that a continuous effort is not made to continuously fill the pipeline and fires have to be out at the end of every month. "Theory of Pipeline" includes developing dealer network on a continuous basis so that the benefits of these developments in terms of sales are realised on a continuous basis.

Discussion on the subject will motivate field sales staff to continuously build a pipeline by continuously developing the dealer's resources and abilities as well as monitoring on a regular basis whether the dealer is building a pipeline of his own or not. Dealer's pipeline is ultimately the field sales staff's pipeline. The discussion will also highlight the need to monitor dealer's retail sales and not just wholesale to the dealer.

Format
The contents will have an appropriate mix of theory and practice with more emphasis on the later. The training program will be highly interactive, that is, participants will be involved in discussion. The Trainer will use examples from his own experience as a business executive and entrepreneur to illustrate and strengthen understanding of the subject.