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 (covered here)
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 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]

Forecast Agenda
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 Process Review Cards]

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.