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Management Execution
Companies can have the best Business Strategies known to humankind, but if they don't know how or where to execute them, then they are worth nothing! All parts of your Sales and Marketing organization, including Management, need to understand their roles and responsibilities to actualize what it is you are attempting to do. It is then imperative to direct that focus toward market s and customers that will give the best possible return on your investment in them.
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Sales Management Execution
Funnel ScoreCard®
Opportunity Evaluation and Loss Review Process
Funnel ScoreCard® provides sales organizations a method to quickly and systematically identify the best opportunities to pursue. This program offers the framework to make fact-based decisions around resource allocation and time management. For those concerned with improving forecasting, strengthening funnel integrity, and directing resources toward the right sales objectives, a customized Funnel ScoreCard® helps assess opportunity potential. Additionally, this program facilitates win/loss reviews by using the ScoreCard to identify which criteria were met and what information remained unknown during the sales cycle.
Sales Best Practices Benchmarking Study
While benchmarking has been in vogue for years as a continuous improvement discipline, it is still relatively new to sales. Some of this comes from a lack of common language, definitions, and metrics across sales organizations, and some from a historical aversion or inability to measure top-line revenue influences to the same degree as other cost-centric functions. The critical path to moving forward has to be simple, not complex:
• Choose a small number of highly relevant metrics to measure
• Create an internal baseline on those metrics, with a commitment to measure consistently over time without changing the definitions or metrics
• Report on the metrics and making them visible
• Create actionable improvement plans based on the results
Manager’s Coaching
Conceptual Selling® Coaching
Advancing Adoption of the Conceptual Selling® Process
Conceptual Selling® Coaching* presents a comprehensive strategy to drive deeper adoption of Conceptual Selling®. By implementing this process, organizations will establish subject matter experts in the correct application of tools and concepts to improve implementation through on-going coaching and reinforcement.
This program helps refine how managers and team leaders reinforce the concepts learned in Conceptual Selling®, motivating team members to adapt the communication behaviors most vital for ensuring productive conversations.
* Conceptual Selling® is a prerequisite to this program.
Strategic Selling® Coaching
Advancing Adoption of the Strategic Selling® Process
Strategic Selling® Coaching* provides organizations with a powerful way to support their overall strategy to reinforce consistent and proper application of the Strategic Selling® process. This program offers a mentor perspective with the objective of guiding team members in the ongoing use of the tools provided in Strategic Selling®.
Strategic Selling® Coaching offers a consistent way to develop individual coaching plans to increase the use and effectiveness of the tools and processes by giving visibility into how thoroughly the team has adopted concepts into their every day sales practices.
* Strategic Selling® is a prerequisite to this program.
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Sales Management Execution and Sales Best Practices Benchmarking | Minneapolis | St. Paul | Minnesota
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