#1 Behind Plan Sales Results

#2 Your Customers and Markets are changing. Many are in tough shape because of the economy.

#3 Your traditional Products and Services are being replaced by new ones, often bought by different Decision Makers

#4 Some of your Sales Force may have become too Comfortable and Reactive; they need to be more Proactive

#5 Your Sales Force needs to be more Accountable, Focused, & Disciplined to sell new business, and protect the old

#6 Many Sales Managers struggle due to a lack of Management Training, especially around the tools to manage more effectively

#7 You need repeatable & scalable Selling Processes to replicate "best selling practices"

#8 Sales needs to be linked into your Company Business Management System and Marketing Plan

#9 You may have existing Sales Processes which are not integrated into an overall, consistent Management Process.

All of the above need a Systematic approach to helping everyone change & adapt quickly!

A Closed Loop Sales Process for the Company!
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What is Opportunity Planning
& Management?
[PERFORMAX Definition]

Opportunity Planning & Management [OPM] is the Planning & Management of Market Opportunities and Sales Opportunities to ensure that a Sales and Marketing Organization achieves its Revenue and Profit Objectives.

It start withs 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 & Selling Processes

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.

Integrated 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 & Force.