Overview:
This Sales Effectiveness Workshop is the most powerful Program that we have produced in terms of its ability to positively impact the sales results of our customers in:
q Very short time frames
q Bad economic or other circumstances.

The Sales Opportunity Funnel is the Marketing Managers, Sales Managers and the Sales Pro-fessional's Opportunity "Inventory" of future business.

Planning and effective management of this Funnel to ensure a constant flow through from Targeted "Suspects" to "Quality Contacts" to "Contracts" is the key to exceeding the annual Sales Plan, ie: Success!!!

How is this $ Increase Achieved:
These Workshops link the Company's Business or Marketing Plan into its Sales Plans including its Sales Funnel of Opportunities and the Sales Activities needed to exceed the Sales Goals.

Feedback from our customers around the world who have deployed this Workshop include:

1. The goal orientation of the Program cements the $ Goal(s) & Accountability for both the Sales Manager and his/her Team

2. Sales Managers understand the principles of predictive Process Management, versus "looking backwards" Results Management, and the Sales Process that their Sales Professionals should follow

3. Sales Professionals & Sales Managers develop their realistic, quarterly Strategy & Plan of how they can achieve or exceed their main $ Goal(s)

4. They receive a toolset to help them clearly define their own Roles, and their Personal Characteristics needed to succeed

5. Managers receive a toolset to help them hire, assess and coach their Sales Team

6. Sales Professionals & Sales Managers understand all their key leverage points for increasing the quantity and quality of their Sales Professionals' Sales Opportunities and key Sales Activities

7. Managers understand how to conduct, a value-added Funnel & Forecast Review on a regular basis to help their sales Profession-als increase their win rate and size of deal.

8. By-products include a Training Plan for the Sales Force, a Recruiting and Development Plan for Business Partners, etc.

CRM Implementation
This Workshop can also be used to help implement either one of our 2 CRMs, or any other of your choice. It fills the void of most CRM implementations of showing users why and how they can increase their results using a CRM.

Participants:
Up to 16 Sales Managers who have Sales Professionals reporting to them (with Sales Support Managers if you have these); or up to 20 Sales Professionals.

Pre-Requisites:
Participants must bring details of their current Territorial Responsibility & Goals; plus pre-workshop info needed to develop their "live" Strategy and Plan as an overnight exercise.

Standard 2 day* Agenda:
NB1: Sales Tools are indicated in [ ]
*NB2: CRM Implementations will require extra time.
NB3: Click for Thumbnails of each Module below

Day 1: Intro, Objectives and Agendas
Sales Management -v- Sales
Process vs Results Management [YOUR Sales Process]
Focus on YOUR Key Controllables [PSC]

Leadership through YOUR Strategy and Plan [Plan]
- Sample Strategy and Plan Sales Plan
- Develop YOUR Plan (Overnight) YOUR Sales Plan

Opportunity & Activity Management
- Recap on YOUR Sales Process(s) [YOUR Sales Process]
- Activity Management - Quantity
- Key Activities and Targets [PSC]
- Raw Activity & Call Reporting
- Directed Activity Funnel & Forecast [Funnel/Forecast]

Day 2: Recap and Agenda
Opportunity & Activity Management - Continued
Activity Management - Quality
- Call Planning [Call Planner]
- Forecasting Funnel & Forecast [Funnel/Forecast]
- Forecast Review Role Plays [Funnel Review]
- Opportunity Funnel/Time Mgmt [Funnel/Forecast]
- Sales Management Systems [YOUR CRM]
- Opportunity Plans [Winning the Big Deal]
- Account Plans [Key Account Plans]
- Territory Reviews
- Joint and Executive Calls
- Win/Loss Reviews [Win/Loss Reviews]
- Personal Selling bySales Managers

Presentations:
- Individual Plans,
- PSC's
- Funnel / Forecasts

Wrap Up and Debrief

Wrap Up and Conclusions:
Role-plays and group workshops are designed to stimulate interaction and the competitive spirit.