Managing Sales Resources
  Overview | Workshop | Additional Modules

Typical Schedule Effective Sales Management Skills Workshop DAY ONE DAY TWO Introduction Sales Management What's Different? Roles and Activity Clinic Monthly Sales Reviews Why Do It? Sales Funnel Reviews Activity Report Major Opportunities Review Win - Win Sales Management How Each Party 'Wins' Special Challenges for Managers Dealing With the Challenges Implementing Win - Win Managing Performance Improvement Programs Performance Improvement Program Workshop The Sell Cycle What Are the Key Steps? How and When is Management Involved? The Decision Making Process For an Opportunity, NOT an Account Identifying Key Variables (Influencers, Roles, Attitude, Issues, Driver, and more) LUNCH Forecasting Why Forecast? Targeting and Tracking Client 'Events' Setting Targets Managing the Sales Funnel Effective Sales Meetings Reasons for Having Them Managing Variations Who Should Attend? Rules of Thumb for Organizing Sales Meetings Sales Meeting Plan Tool Forecasting Workshop Managing Sales Processes and Tools What's Different? Meeting Plans Qualifying Opportunities Opportunity MAP Managing By Results Setting Goals and Targets Target Setting Checklist Appraisal By Results