Sales Pipeline Management: In-person Training

A Sales Pipeline or Sales Funnel, as it is sometimes called, is a system that sales managers/supervisors as well as sales professionals use in order to measure the opportunities that are being worked on. The sales pipeline system was developed to keep track and assess the effectiveness of the sales people as well as the sales activities that are being used to move prospects and customers along the sales process and turn them into closed deals.

Most sales organizations need a pipeline or funnel management system in place, however, the dilemma is that most sales teams either don’t have one, or find it difficult to use, if ever they have one.

This seminar was designed to help address this concern. A major complaint among sales leaders is that some, if not most, salespeople seem to treat their selling as based on luck or guesswork. On the part of the salespeople, they complain that they did their best, but most of the customers they approached just won’t buy. A good sales pipeline system can help resolve these issues.

Program Objectives:

1.To help the sales managers and supervisors the insight to check and evaluate the progress of each sales person in their team in order to find ways to train, coach or provide better tools to meet the sales targets

2.To help sales people develop a “big picture” viewpoint on how their entire sales process is moving along and shaping up to lead to more closed deals.

The expected result is for the participants to know how to measure, analyze the root causes so we can address them properly through crucial improvements in the sales process.

The bottom line is that knowing how to apply and maintain a healthy sales pipeline is an important aspect to ensure that you and your sales team have a higher probability of delivering consistent and predictable sales performance.

Module I – The Need for Effective Sales Pipeline Management

A.The Basics of Sales Pipeline Management
    1.Sales Pipeline Defined
    2.The Elements of the Sales Pipeline
    3.Reasons why having a Sales Pipeline is Important

B.The Major Issues affecting Missed Sales Targets
    1.You can’t Manage what you can’t Measure
    2.You can’t Control Sales Results but you can manage your Sales Activities
    3.Filling the Sales Pipeline: Who’s Really Responsible

C.The Parts of the Sales Pipeline
    1.The Slope of the Pipeline
    2.The Bend or Curve of the Pipeline
    3.The Height of the Pipeline

D.The Types and Shapes of Pipelines
    1.The Tunnel: Perfect Pipeline
    2.The Wide at the Top but too Narrow at the Bottom
    3.The Wide at the Top and Moderately Narrow at the Bottom
    4.The Wide at the Top, Moderately Wide at the Middle but Too Narrow at the Bottom
    5.Analyzing each Sales Pipeline Type

Module II – The Steps Sales Pipeline Management

 A. Developing your Sales Plan
    1. Identifying your Sources of Sales
    2. Pegging your Sales Targets

B. Computing the Numbers you Need
    1. Achieving Sales Results: Quality vs. Quantity
    2. Calculating your Mathematical Assumptions
    3. Breaking the Pipeline into 3 Stages
    4. Applying the multiples of your Monthly Sales Target

C. The Three Parts of the Pipeline
    1. The Pool of Prospects or Possible Customers for the Period
    2. The Highly Probable Deals
    3. The Low to Moderately Probable Deals

D. Aligning the Buying and Selling Phases
    1. Mapping the Buying and Selling Phases
    2. Assessing the Stage of the Client’s Buying Process
    3. Matching the Sales Actions and Activities to Use
    4. Estimating the Time Frame for Accomplishment
    5. Understanding who’s in Control of the Process

E. Plan and Review the Sales Pipeline  
    1. Sales Targets vs. Actual Results
    2. Identifying Problem Areas
    3. Specifying Areas of Improvement
    4. Developing your Sales Pipeline Improvement Plan
    5. Evaluating the Results of the Improvements Made

Module III – Sales Pipeline Management Tools

A. Opportunity Analysis 
    1. Existing Customers
    2. New Prospects

B. Creating a Sales Action Plan
    1. Issue and Risk Analysis
    2. Buying Motivator Analysis
    3. Call Planning and Objective Setting
    4. Sales Meeting and Presentation

C. Objection Management and Negotiation
    1. Managing Objections: The Power of Negative Preparation
    2. Negotiating with a “Give and Get” List

D. Client’s Disposition Analysis
    1. Sales Wins Analysis
    2. Sales Losses Analysis

Participants will be entitled to the following:

- Training Manual

- Exercise Sheets

- Certificate of Completion

- Buffet Lunch at the Flavors Restaurant with Am & Pm Snacks

Rates per slot:

[ BEST RATE ] Based on prevailing Discount Code [ valid only for registrations and payments made within the assigned due date ]

[ REGULAR RATE ] P18, 500+VAT

P19, 500+VAT for payments made beyond the assigned due date 

P20, 500+VAT for on-the-day payments