Overview:
The Science of Sales Management overviews some of the tools and processes needed to provide good Sales Management.

Besides giving more in depth training, these 3 Advanced Sales Review Management Workshops cover in depth training on 3 critical reviews that Sales Managers should master:
q Funnel & Forecast Reviews
q Single Sales Opportunity Plan Reviews
q Account Plan Reviews
q Sales / Territory Plan Reviews

To make the training as realistic as possible, the above exercise Sales Managers through some rigorous Role Plays based on real Funnel & Forecasts, Opportunity Plans and Account Plans from members of their Sales Teams.

Forecast [1.5 days standard]
This Workshop helps Sales Manager to conduct an effective, value added Review of a Sales Person's Forecast, so that they are then able to translate their finding into an effective, coaching plans for that Person.

To make the Workshops very relevant, participants should bring "live" Forecast from 1 to 3 sales people who work for them. These are used in Role Plays so that each participants leave with specific Coaching ideas for 1 - 3 of their people

[Although other, non PERFORMAX Tools may be used, the PERFORMAX's Opportunity Tracking & Forecasting System (Funnel) and Personal Success Check List (PSC) are ideal Tools to be used here]

Day 1: Objectives, Agenda & Intros
Forecast Reviews
- Why have Forecasts & Why Review them?
- Recap: The Forecasting Process
- Role Play: The Wrong Way [Funnel]
- Forecast Review Guidelines
- Role Play around "live" Forecasts - Average
- Things to look out for, and "Who won?"
- Role Play around "live" Forecasts - Top Performer

Day 2: Recap & Agenda
- Performance Improvement
- Role Plays around "live" Forecasts - "U" Performer

Wrap Up for Workshop

[PERFORMAX Tool: The above is based on our Funnel & Forecast Review Cards]

OppPlan [1-2 days standard]
This Workshop helps Sales Manager to conduct an effective, value added Review of a single, major Sales Opportunity of a Sales Person who works for them , so that they are then able to:
a. Translate their finding into an effective, coaching plans for that Person.
b. Enhance the Strategy and Quality of the Opportunity Plan.

To make the Workshops very relevant, participants should bring a "live" Opportunity Plan from 1of their sales people. These are used in Role Plays so that participants leave with specific Coaching ideas for at least 1 Plan per Person.

[Although other, non PERFORMAX Tools may be used, PERFORMAX's Winning the Big Deal! (WTBD) is an ideal Tool to be used here]

Day 1: Objectives, Agenda & Intros
Opportunity Plans
- Why have Opportunity Plans & Why Review them?
- Recap: The Opportunity Planning Process

Opportunity Plan Reviews
- Role Play: The Wrong Way [Key Account Plan]
- Opportunity Plan Review Guidelines
- Role Play around "live" Opportunity Plans
- Things to look out for, and "Who won?"
- Performance Improvement

Day 2: Recap & Agenda
- More Role Play around "live" Opportunity Plans

Wrap Up for Workshop

[PERFORMAX Tool: The above is based on our Oportunity Review Card]

AccountPlan [1-2 days standard]
This Workshop helps Sales Manager to conduct an effective, value added Review of a Sales Person's Key Account Plan, so that they are then able to:
a. Translate their finding into an effective, coaching plans for that Person.
b. Enhance the Strategy and Quality of the Account Plan.

To make the Workshops very relevant, participants should bring a "live" Account Plan from 1 of their sales people. These are used in Role Plays so that participants leave with specific Coaching ideas for at least 1 Plan per Person.

[Although other, non PERFORMAX Tools may be used, the PERFORMAX's Key Account Plan (KAP) is an ideal Tool to be used here]

Day 1: Objectives, Agenda & Intros
Account Plans
- Why have Account Plans & Why Review them?
- Recap: The Account Planning Process

Account Plan Reviews
- Role Play: The Wrong Way [Key Account Plan]
- Account Plan Review Guidelines
- Role Play around "live" Account Plans
- Things to look out for, and "Who won?"
- Performance Improvement

Day 2: Recap & Agenda
- More Role Play around "live" Plans

Wrap Up for Workshop

[PERFORMAX Tool: The above is based on our Account Plan Review Card]

SalesPlan [1-2 days standard]
This Workshop helps Sales Manager to conduct an effective, value added Review of a Sales or Territory Plan of a Sales Person who works for them , so that they are then able to:
a. Translate their finding into an effective, coaching plans for that Person.
b. Enhance the Strategy and Quality of the Plan.

To make the Workshops very relevant, participants should bring a "live" Opportunity Plan from 1 of their sales people. These are used in Role Plays so that participants leave with specific Coaching ideas for at least 1 Plan per Person.

[Although other, non PERFORMAX Tools may be used, PERFORMAX's Sales / Territory Plan is an ideal Tool to be used here]

Day 1: Objectives, Agenda & Intros
Sales / Territory Plans
- Why have Sales / Territory Plans & Why Review them?
- Recap: The Sales Planning Process

Sales / Territory Plan Reviews
- Role Play: The Wrong Way [Sales / Territory Plan]
- Sales / Territory Plan Review Guidelines
- Role Play around "live" Plans
- Things to look out for, and "Who won?"
- Performance Improvement

Day 2: Recap & Agenda
- More Role Play around "live" Plans

Wrap Up for Workshop

[PERFORMAX Tool: The above is based on our Sales Plan Review Card]

Participants:
Up to 16 Sales Managers who have Sales Professionals reporting to them (with Support Managers if you have them).

Pre-Requisites:
A laid out for each Module above, participants must bring sample Funnel & Forecasts, or Opportunity Plans, or Account Plans or Sales / Territory Plans.

Workshop Style:
Role-plays and group workshops are designed to stimulate interaction and the competitive spirit.