Sessions 3-7
Opportunity Planning & Management...
or The Science of Sales Management Workshop

These Workshops gives a Sales Manager the key tools and processes that can help him or her succeed with their Team. It focuses on "What to do" to be successful!

q Sales Management vs Sales

This Module highlights the changing role of a sales manager, and the difference between Selling and Managing Sales. It is meant to help participants understand that just because they were a good sales person it is not a given that they will be a good Sales Manager

q Process vs Results Management

This module helps establish a foundation stone of selling and sales management, ie: "That you cannot manage results; only the things that deliver those results!" It also covers the basics of Funnel and Activity Management, and the interaction between them. It ends with a Case Study and a complete Sales Management Process description. [YOUR Selling / Customer Buying Process]

q Focus on YOUR Key Controllables

This Module helps Sales Managers define the things that contribute to their Success that lie within their Control, and how to focus on these [The Personal Success Checklist, or PSC, is introduced as the tool to reinforce this clear focus]. The same principles are used to define the same things for their Sales Reps and the Manager of the Sales Managers [along with their PSCs]. The module is pivotal in cementing individual Accountability and Focus.

q Leadership via YOUR Strategy & Plan

This Module builds the case for any successful Sales Manager having a Plan that describes how his/her Team will achieve or exceed its key Goals. Using a sample Plan normally built for one Sales Manager), a Tutorial is given on "How to Plan' prior to an overnight exercise being set for each Manager to complete a "first cut" Plan for his/her Team. A sampling of these Plans is presented back to the Group for tutorial and coaching purposes [Annual Plan].

q Opportunity & Activity Management

This critical Module assumes that each Manager has an Annual Plan and now focuses on the Tools and Processes of how to manage on an ongoing basis to achieve the Plan. This includes:

a. How to maximize the time of Sales Persons & Managers on Selling Activities and Coaching [using the PSC]
b. How to use and review an Opportunity Tracking & Funnel Management & Win/Loss Tools to increase the quantity and quality of the sales opportunities of each Sales Person to ensure they make their annual Goals [Funnel]
c. How to translate their Funnel into recommendations for improved Activity Management for each Sales Person.
d. An Overview of the positioning and use of Account and/or Major Opportunity Plans [KAP & WTBD]
e. How to Forecast accurately to their Manager.

Sessions 8-10
General Management
or the Art of Sales Management

These Workshops overviews the critical areas of People Management, Positioning & representing YOUR Company, Leadership & Management Skills.

q People Management

This module takes a journey through all the key stages of People Management, eg: from Recruiting to Getting Started right; the role of Coaching and Discipline or, in extreme, Termination; Motivation and ongoing Development.

q YOUR Company

This module reinforces the need to understand your Company, its Markets, its Strategy etc. Via 5 minute "Elevator Presentations" by each Participant, it focuses on the need for any Manager to be able to represent and sell his/her company with pride.

q Leadership & Management Skills

Sometimes called the "soft skills" this module distinguishes between administrative and routine Management Skills, and how to develop the range of true Leadership Skills that focus again and again on how to manage your Team to Success!