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Overview:
Our Workshops:
q Opportunity & Activity Management
and
q
Advanced Funnel & Forecast Reviews
(see agenda below) contain a recommended process by which 1st
and 2nd Line Sales Managers can:
a. Give value added coaching to their Sales People on selling
tactics by opportunity management, time management plus identification
of personal strengths & weaknesses
b. Help
develop a more accurate Sales Forecast.
To make the training as realistic as possible, the above Workshops
exercise Sales Managers through some rigorous Role Plays based
on "live" Funnel & Forecasts from members of their
Sales Teams.
Forecast Workshop Agenda:
q
Introduction & Agenda Review
q
Why this Workshop
q
Forecast & Funnel Review Role
Play by Instructor - The WRONG Way
q
What is a good Forecast & Funnel
Review, including a suggested Process Outline for this Review
q
Forecast & Funnel Review Role
Play by Instructor - The Right Way
q
Participant Role Plays using the
live Forecasts that were brought with them
q
Debrief, Wrap up and Conclusion
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Funnel
& Forecast Review Guides
There are 2 slightly different
Guides for:
q
1st line Sales Managers
q
2nd line Sales Managers up to VP
Sales.
The first Guide above is available now
and outlines a process for 1st line Sales Managers to conduct
a regular value-added Funnel & Forecast Review with each of
his/her Sales Team.
The deliverable is a PDF of a PowerPoint File that can be printed
out and made into a handy checklist card that can be used as a
prompter whilst conducting the Reviews (similar to a pilot's checklist).
To use this successfully, Managers should be familiar with the
principles of Process & Funnel Management.
So Sales Managers (especially new ones) may require training to
help them develop their questioning techniques. This is available
via either via:
q
The
Workshops opposite,
q
Or 1-on-1 training via our
Sales
Managers University, delivered via web conferencing.
q
Or advice is available
on a per hour basis
Checklist Price is $20/copy and Click
Here to return to OnLine Store to purchase.
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