Effective Sales Pipeline Management Course

CLICK ON THIS LINK TO view course outline and register to attend

Introduction

A sales pipeline is a visual representation of the sales process, divided into stages. It’s designed to help sales representatives and teams manage the often complex processes that drive deals to close. Sales pipelines have been in use for a long time, but managing them well can be an elusive goal. To make them effective, sales leaders must possess a combination of real-world experience, detailed design, and willingness to change and adapt. Mark Sellers, author of The Funnel Principle.

In this course the participant will learn about what a sales pipeline is, how to choose the right sales stages, best practices to drive leads, how to optimize your sales pipeline, and ways to manage sales team more effectively

Duration

5 Days

Who Should Attend?

This training course is intended for:

• Sales Management Team which include:  Head of Sales and Marketing, Sales and Marketing Directors, Commercial Directors, Business Development Executives, Sales team leaders and managers and all those who carry responsibility for achieving or exceeding sales targets and would like their teams closing ratios to improve.
• This course will also be of benefit to those sales teams that are good at building relationships with clients but don’t have a proper sales process to help maximize effectiveness.  This could include:  Sales People, Sales Operations, Marketing Teams, and Bid Support Teams.
• This course will also benefit those that work in the finance function and want to understand how the sales forecasting process works and how it can be made more accurate.  This could include:  Chief Financial Officers, Financial Accounting Officers, and Financial Forecasting Officers.

Course Objectives

The course will assist participants to:

• Recognize the highly interactive nature of the pipeline management process.
• Identify potential pipeline risks.
• Link the stages of the pipeline to key performance indicators (KPIs) and metrics.
• Recognize indicators of pipeline “health” and common pipeline problems using KPIs and metrics.
• Establish disciplines and best practices that will support robust pipeline management.
• Anticipate how a change to more robust pipeline management will be perceived by your sales team.
• Develop an approach for communicating the benefits of pipeline and funnel management to your sales team and get their buy-in.
• Practice focusing on a pipeline issue using data, engaging in a productive coaching dialogue, and collaboratively problem solving in order to create an action plan to change the pipeline.

Course Content:

CLICK ON THIS LINK TO view course outline and register to attend