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Objective:

Would it help if prior to engaging a prospect, you could define and clearly communicate to each sales rep, for each vertical market or product that they sell, a series of sales steps or activities that represent your company's best sales practices for advancing and closing an opportunity, complete with a customized, comprehensive set of tools and job aids that orchestrate a controlled sale, so that they are not wandering through the sales process, and you're not having to reinvent your sales process for each new opportunity they encounter?

Workshop description:

Under the facilitation of a sales process consultant, your executives and key sales managers define your company's 'best practices' for the different types of opportunities in which it becomes involved, i.e., direct vs. indirect, government vs. commercial, etc., so that the sales process is commensurate with the size and scope of the opportunity. The workshop deliverables include a Sales Process Matrix that depict each step in the sales process and identifies who has responsibility for planning, executing and reviewing each step; a custom set of forecasting milestones; and a 'Go to Market Model™ ' mapped to custom sales tools and job aides.

Who should attend:

Sales executives, key sales managers, marketing executives and pre/post sales support managers.

Prerequisite:

Previous participation in a 4-day CustomerCentric Selling® workshop preferred.

Workshop Duration:

1-2 days