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 (covered here)
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.

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].

OppPlan Agenda
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]

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.