Managing the Sales Cycle (download pdf)
A 2-day seminar which uses a strong foundation of Project
Management to plan, implement and manage the sales cycle.
The course defines a methodology to ensure that the correct opportunities
are chosen, clear objectives set, all key stakeholders are identified and
milestone-driven plan is well defined and managed to maximise the probability of
success.
We use little theory and lots of practice, with active feedback, discussion and exercises.
Benefits
Participants have a clear repeatable methodology and approach to ensuring sales opportunities are identified and planned in a consistent manner to ensure appropriate expectations are set, resources are available, clear responsibilities understood and clear measurements of success defined.
Participants have a clear repeatable methodology and approach to ensuring sales opportunities are identified and planned in a consistent manner to ensure appropriate expectations are set, resources are available, clear responsibilities understood and clear measurements of success defined.
Course Outline
Using extensive group-work, personal experience, and client-specific situations, the course will focus on the following areas:
- Prioritising the opportunities
Potential probability of success
Strategic alignment
Overall benefit to organisation
- Getting commitment from the organisation
Getting sponsorship agreement
- Creating and involving the team
Develop the plan together
- Setting clear and realistic objectives
Time, resources required, target sales value
- Identifying and managing the key stakeholders
Who are the key stakeholders?
What do you expect from them, what do they expect from you ?
Analysing stakeholder influences
- Analysing the competition
Strengths and weaknesses
Actions to benefit or counter
- Setting clear and agreed responsibilities
Who does what and when ?
Internal support requirements
- Creating a realistic timeline with milestones
The critical path to success
- Measuring success
Were objectives met ?
Win or lose - What lessons were learned ?
Using extensive group-work, personal experience, and client-specific situations, the course will focus on the following areas:
- Prioritising the opportunities
Potential probability of success
Strategic alignment
Overall benefit to organisation
- Getting commitment from the organisation
Getting sponsorship agreement
- Creating and involving the team
Develop the plan together
- Setting clear and realistic objectives
Time, resources required, target sales value
- Identifying and managing the key stakeholders
Who are the key stakeholders?
What do you expect from them, what do they expect from you ?
Analysing stakeholder influences
- Analysing the competition
Strengths and weaknesses
Actions to benefit or counter
- Setting clear and agreed responsibilities
Who does what and when ?
Internal support requirements
- Creating a realistic timeline with milestones
The critical path to success
- Measuring success
Were objectives met ?
Win or lose - What lessons were learned ?