Program Overview

By focusing on the numbers and managing the pipeline effectively, salespeople maximise opportunities to reach and exceed targets and keep track of their key sales metrics. This also lets the sales manager identify successful practices and replicate them across the sales team.

Course Content

• Establish an individualised sales plan
• Content of a personal sales plan (by territory or by account)
• Monitoring and evaluating the sales plan
• Manage stress
• Positive and negative stress
• Planning and balancing your life
• Hints for managing stress
• Manage paperwork and reports
• Why the paperwork is important
• Getting yourself organised and productive
• Sales Reporting and Administration
• Sales Analysis and Pipeline Management