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 (covered here)
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 Account Plans from members of their Sales Teams.

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].

AccountPlan Agenda
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]

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.