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 2nd Level or higher Sales Managers or VP Sales should master:
q Funnel & Forecast Reviews
q Single Sales Opportunity Plan Reviews
q Account Plan Reviews
q Sales / Marketing Plan Reviews of their Sales Managers.

To make the training as realistic as possible, the above exercise 2nd Level or higher Sales Managers or VP Sales through some rigorous Role Plays based on real Plans from members of their Sales Management Teams.

SalesMktgPlan [1-2 days standard]
This Workshop helps 2nd Level or higher Sales Managers or VP Sales to conduct an effective, value added Review of a Sales / Marekting Plan of a Sales Manager 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" Plan from 1 of their Sales Managers. 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 / Marketing Plan is an ideal Tool to be used here].

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

Sales / Territory Plan Reviews
- Role Play: The Wrong Way [Sales / Territory Plan]
- Sales / Marketing 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 / Marketing Plan Review Card]

Participants:
Up to 10 2nd Level or higher Sales Managers or VP Sales who have Sales Managers reporting to them (with Support Managers if you have them).


Pre-Requisites:
A laid out for each Module above, participants must bring sample Sales / Marketing Plans.


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