Duration
1 - Day ILT Workshop; Two 4-hour VILT Workshops
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For Who
Sales Managers, Sales Leadership
Format
VILT, Instructor-led
Improve Forecasting and Pipeline Visibility With Sales Management Training
Sales managers need a repeatable, easy-to-master process for quickly reviewing their team’s sales pipelines and opportunities to provide meaningful and objectively-based coaching that improves their sales team skills.
At-A-Glance
3M+
Individuals Trained130
Global Certified Facilitators3,500+
Virtual Sessions Completed in Past 6 Months4.7
Average Facilitator Score out of 5Richardson Sales Performance’s Sales Management and Coaching Training Programme
The Sales Management and Coaching training programme provides an overview of common sales management challenges and teaches sales managers to overcome them. In the training programme, your sales management team learns how to analyse opportunities and then engage their sellers in an effective opportunity review coaching conversations.
They learn how to perform a pipeline review to identify the potential yield of current opportunities, recognise stuck opportunities, and find ways to close gaps in individual seller’s pipes.
Your sales managers will also develop skills and a plan to support the implementation of new processes and methodologies across the organisation. The result is a repeatable process illustrated in the image below.
Business Benefits of the Sales Management and Coaching Training Programme
Organisation’s whose sales managers have completed the programme will improve their business outcomes by:
- Improving sales pipeline forecast accuracy
- Improving the ability of sales leadership to make investment decisions
- Reducing costs and improving profitability
- Embedding a repeatable process for sales performance throughout the organisation
Key Areas of Content
Evaluate Sales Pipelines for Consistent Productivity
To ensure consistent achievement of goals, sales professionals must develop and manage a volume of potential business sufficient to produce desired results within an allotted time. The Sales Management programme includes analysis tools that help managers to evaluate the size, quality and velocity of sales professionals’ pipelines and opportunities efficiently, and determine what specific actions are required to ensure confidence in surpassing sales objectives.Develop the Sales Team’s Skills
Effective coaching of sales professionals must be fact based and data driven. Analysis of pipelines and opportunities enables sales managers to identify the most relevant skill development opportunities for their people. The Sales Management programme includes data driven methods and tools that enable managers to efficiently identify specific skills to be enhanced for each sales team member, and it provides prescriptive recommendations for addressing a spectrum of potential sales productivity challenges.Forecast Accurately
Sales managers must be able to estimate their teams’ anticipated results accurately, in order to provide correct information to their companies’ operations and leadership. The Sales Management programme includes methods for tabulating forecasts of sales results with quality and precision.Establish an Effective Sales Management Cadence
High performing sales teams establish a regular cycle of continuous improvement. The Sales Management programme provides the basis for a consistent cadence of sales inspection, review and coaching, and for establishing clear standards of selling quality and excellence.Programme Delivery Options
Our Sales & Pipeline Management Programme is Available in the Following Modalities
Virtual Instructor-led Training that Replicates In-Person Classroom Experience
Our VILT solution uses video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
Interactive, Instructor-led Training
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.
