Sales & Pipeline Management Training
Pipeline management training dramatically improves forecasting and visibility
A repeatable process helps sales managers quickly review their team's pipelines and provide objective coaching
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.
Sales Management and Coaching Training Programme Overview
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.
Sales and Pipeline Management Process
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.
Sales Management and Coaching Training Business Benefits
Organization’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
We provide the 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
Analysis of pipelines and opportunities enables sales managers to identify the most relevant skill development opportunities for their people. We provide data driven methods and tools that enable managers to efficiently identify specific skills to be enhanced for each sales team member.
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.
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.