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What
is Opportunity Management?
[PERFORMAX's Definition]
Opportunity Management [OM] is the
Planning and Management of Market Opportunities and Sales Opportunities
to ensure that a Sales and Marketing Organization achieves its
Revenue, Share, and Profit Objectives.
Linked Planning
1a. Translating the "Big Picture" Opportunity
for your Products and Services into Segmentation Strategies, to
make Planned $ Targets;
1b. Translating 1a. into a Territory, Personnel, Activity and
Coverage Plan for the Sales Managers to make Plan/Quota; and...
1c. Translating 1b. into an Activity and Coverage Plan for the
Sales Reps to make Plan/Quota.
Opportunity Creation
Process
2a. Defines repeatable steps between company names from Segment
Plans to creating or finding possible Sales Opportunities
2b. Leads are also fed into the appropriate place in the same
steps
both of which are then tracked via the….
Funnel Management &
Forecasting Process
3a. Provides a Feedback and Roll Up Process to allow all levels
of the Sales Organization to understand the quantity and quality
of the Opportunities being worked. It helps assess whether enough
Opportunities have been identified to make Plan/Quota (and, if
not, take corrective action);
3b. Provides a Process for Sales Reps and Managers to qualify,
prioritize and strategize to close Opportunities;
3c. Provides a process for individual Opportunity Analysis to
determine the optimal Selling Strategy and Plan to win each Opportunity
3d. Feeds into a Sales Forecasting System for Sales Reps, Sales
Managers and the whole Sales Force.
Personnel Process
Provides a toolset for defining the Ideal Persons to fufil all
the roles needed to:
4a. Plan and execute the Selling Processes
4b. Manage the Sales & Marketing Force.
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With the backbone of OM in place,
it is easy to select and plan follow-ons to address all aspects
of "The Integrated Sales Process", e.g.: Sales Skills
Training, Strategic Account Planning, etc.
Why PERFORMAX for OM?
We've done it many time before..successfully!!
...As line Managers
...As Facilitators for our clients >50 TIMES!
We know most of the opportunities for sales productivity increases
and can help you seize them.
We know many of the pitfalls and can help avoid them.
We have a repeatable Methodology for Implementation to avoid the
pitfalls.
Our Methodology is "self customizing" and leaves a sustainable
process behind.
We have standard Implementation Programs for Executives, Sales
Managers and Reps, which are easily customized for each client.
See Opportunity Management
Workshops.
We have a set of Standard Operating Processes that can be customized.
We have a Rapid Operational Sales Training Methodology to provide
Sales Skills, as needed.
We can implement using our rapid deployment, low cost Technology
Solution*, &/or help you fully automate our Tools & Processes!!!
The above are typically customized as MS Excel Workbooks for
Sales Reps and roll-up into MS Access DB for Sales Managers.
- Or we now have an Online System
via a Partner.
- Or we can work with, and supplement,
your existing CRM.
What Does This Mean To YOU?
You can start the Implementation Process NOW.
You can Implement QUICKLY and with ASSURANCE
Sales and/or Sales Productivity can INCREASE quickly!!! - sometimes
in the most adverse of economies or circumstances. See our Results
References
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