Training Course Outlines:

The approach in this workshop is focused only on the things that drive revenue up, things related to the day-to-day execution of the sales process by the sales team. It is a mixture of modern analytical techniques of the business end of selling, and best practices in the field.

Training Course Outcomes:

Upon completion of this workshop participants will be able to:

• Get an accurate status of opportunities based on pipeline milestones
• Develop a tactical plan to help salespeople win opportunities
• Identify specific selling problems (opportunity and skill) that hinder sales productivity
• Apply focused coaching with actionable items, including a simple coaching framework as well as timing for praise and corrective feedback
• Apply a management-by-exception approach to increase management productivity
• Anticipate and avoid quota attainment (shortfalls)
• Increase forecast accuracy

• Increase chances of winning opportunities in the pipeline
• Increase sellers productivity and skills
• Increase managers productivity of common sales management responsibilities
• Build a more productive pipeline across the sales team
• Increase forecast accuracy for the quarter and the year

Course Accreditations:

Course Prerequisites:

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