Opportunity Review Training Programme
Discover a better way to review opportunities to gain insights into the best ways to optimise your business.
Improve forecasting and resource utilisation for more closed sales with an effective and efficient opportunity review process.
Reviewing opportunities is a fundamental sales management discipline. Pipeline management and forecasting are critically dependant on opportunities being accurately recorded in the CRM system. Opportunity Reviews ensure better qualification, more accurate forecasting, better resource utilisation, and, ultimately, more closed sales. These benefits extend beyond the sales organisation. More reliable sales forecasts lead to better insights on the health of the business for the executive leadership team and more efficient planning and operation of the other functional areas of the business.
Opportunity Review Programme Overview
Richardson Sales Performance’s Opportunity Review programme is a 4-hour programme for sales managers that provides a consistent and structured approach to reviewing opportunities to ensure that opportunities are assessed and graded on facts, not feelings.
When sellers and
sales managers validate their understanding of
an opportunity and determine the best actions to
make progress to a buying decision or qualify out,
it creates a discipline of focusing limited selling
time and resources on the right opportunities,
accelerating sales, and closing more business.
Reviews can take place at any time, for any
opportunity, but regularly scheduled reviews are
typically reserved for key opportunities
Opportunity Review Programme Business Benefits
Our Opportunity Review programme aims to provide an effective and efficient process to:
- Assess and validate an opportunity’s current status using objective standards and criteria
- Determine next best actions to move the opportunity forward or qualify out
- Foster critical thinking about where to focus efforts, and how to increase the potential for winning a sale
- Enable sellers to build a higher-quality pipeline by grading opportunities on objective outcomes rather than subjective opinions
- Identify potential coaching opportunities based on recurring opportunity challenges
- Develop your personal sales management expertise
Key Areas of Content
Manage by Exception
Pressure to deliver business results while developing their team’s talent places high demand on today’s sales managers. This pressure drives an increasing need for managers to work efficiently. It is not feasible or desirable to inspect every opportunity with every seller every week. Time spent with sellers or opportunities that are on track offers a lower return than those that are stuck, as does discussing details of the seller’s activities when their results show progress.
Emphasise Outcomes over Activities
Progress in an opportunity is evidenced by outcomes, not activities. Sellers may be very busy yet fail to make headway in the sales. Centring an opportunity review on outcomes ensures that the seller maintains focus on advancing the sale.
Make Data-Driven Decisions
Sales managers must choose where to focus their limited time. Many choose to do so subjectively, often leading to inconsistent results. The Opportunity Review process offers sales managers a more objective approach to these decisions that is dependant on accurate opportunity data. Sellers and managers should recognise the importance of maintaining CRM or opportunity management systems for their mutual benefit.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.