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 (covered here).

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

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" Sales 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].

SalesPlan Agenda
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.