Many companies have difficulty with managing their prospect lists because most of the prospects are no longer valid or were never likely to make a purchase. These inefficiencies can result in salespeople wasting time on chasing down dead ends and improbable sales. Your company loses out on their productivity and makes it difficult to accurately forecast sales figures.

Funnel Management works with participants to develop a new thought process and demonstrates how to qualify the steps of the sales cycle. This interactive program enables a sales organization to establish a proactive sales culture and institute methods to define, plan and implement the organization’s strategies.

The workshop also provides an excellent tool for sales managers to develop winning strategies with their sales team; effectively run a sales meeting; recognize areas where agents need coaching; provide more accurate forecasts, and better focus and prioritize the sales team's activities.

This program will teach sales managers to:

· Strategize prospect advancement with their sales team

· Effectively run a sales meeting

· Identify and manage each salesperson’s strengths and weaknesses

· Provide accurate projections of the sales team’s prospects and progression toward closure

· Focus and prioritize the sales team’s activities

Salespeople will also learn to:

· Focus their time and energy on best opportunities

· Visually identify their best prospects at a glance

· Develop strategies for advancing deals through the sales cycle

· Rank sales situations according to established criteria

· Develop, implement and measure their prospects’ next step strategies

· Balance their selling and prospecting activities

· Understand the need to prospect on a continual basis

· Objectively determine which prospects are most likely to close

· Better plan and manage their time

· Develop an improved forecasting ability

Applications of the Funnel Management program include:

· New business development

· Account management and penetration

· New product launches

· Team competition tracking

· Needs analysis/diagnostic assessment

The Funnel Management program has helped companies to achieve increased sales and productivity. Contact us for more information on improving your company’s prospecting capabilities.

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