The Challenge

Organisations have a need to forecast sales accurately, yet so often this is left to the “gut feel” of the salesperson or the sales manager. This impacts the whole of the organisation especially so if the company is struggling to achieve sustained revenue growth.

The Solution

Sales Management and Coaching is a methodology and programme that gives sales managers a proven way to drive significant productivity and effectiveness increases in the sales force. Organisations that have seen the greatest increase in sales as a result of implementing Solution Selling® have realised that the key is a management approach that leverages the sales process. The approach in this workshop is focussed 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.

The Benefits

• 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

The Objectives

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 focussed coaching with actionable items
• Apply a “management-by-exception” approach to increase management productivity
• Anticipate and avoid quota attainment (shortfalls)
• Increase forecast accuracy

The Audience

This offering is intended for managers of salespeople or sales teams with a well-defined sales process. Although Sales Management and Coaching complements the Solution Selling® methodology, it does not require it. A sales management process will strengthen the effectiveness of any sales methodology.