Good opportunity management for a reliable forecast
A reliable forecast requires good opportunity management and an in depth understanding of the sales funnel and the customers buying center.
Keeping track of a large number of opportunities, knowing how to actively move the opportunities through the sales funnel and delivering a reliable forecast are sources for endless discussions of sales reps with their management. Even experienced sales reps often struggle here and operations departments at countless companies lack efficiency due to bad forecasting.
Sales representatives that attend this module will learn how to properly qualify an opportunity not only technically but also financially, how to analyze their sales funnel and take appropriate actions for improvement if necessary, how to work with internal and external customers to manage expectations, and how to ultimately improve their forecasting efficiency.
Basic ModuleUnderstanding the sales pipeline | Advanced ModuleManaging the sales pipeline |
|---|---|
Opportunity qualificationDefining and obtaining the information needed to understand the state of the opportunity | Driving opportunitiesUnderstanding and managing the entire customer buying process |
Basic forecastingWhat is forecasting, why is it important, and what information is needed? | Improving forecast qualityImproving forecasting reliability and managing internal expectations |
The sales funnelHow to think of a sales process using the sales funnel | Sales funnel managementHow to prioritize and move opportunities through the sales funnel effectively |
Introduction to buying centersWhat are buying centers, and what role do they play in the sales process? | How to manage buying centersHow to manage the buying center, understand its processes etc. |