Sales Pipeline Management Workshop - 5 Feb 2013

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Sales pipeline management - Why spend time on getting this process right?

To get companies consistently and systematically using an objective sales process and pipeline methodology with the specific objectives of enabling the achievement of sales targets on a predictable basis and improving sales forecasting for the benefit of the salespeople and the investors.

Workshop presenter

Michael McGowan, DEI Management Group is a top class sales training deliverer and will provide you with:

A metric-based pipeline methodology supported with practical tools that will facilitate immediate implementation.
An accurate forecasting methodology that predicts when and whether income will occur.
A realistic approach to assessing opportunities, valuing prospects and developing strategies to move deals forward.
A set of selling activity and skills-related behaviours designed to deliver accurate pipelines.
Practical approaches for handling sales situations.

Format for delivery

One-day workshop	»	Assignment and Implementation	»	Follow-through one-one-one
Practical learning workshop for 8-10 companies with similar sales issues	»	Implementation of tools in-house and production of accurate pipeline	»	Two hour session with facilitator to further assess pipeline and strategise on live opportunities

To make sure this becomes good sales practice in your company

There will be a cycle of four 30 minute follow-up telephone calls with the training providers over a nine month period.

How to apply

Enterprise Ireland client companies can apply to participate on this programme at a cost of €300 per company and up to 3 senior executives can attend at this cost (subsidised 70% by Enterprise Ireland).

If you are not an Enterprise Ireland client company and wish to participate in this workshop, please contact Bridgin Durnin, Enterprise Ireland.

To get the most from the one day workshop we advise that you:

Bring colleagues with direct sales responsibility, ideally 2 people per company.
Complete the programme pre-evaluation template and bring along your current sales pipeline in whatever format it currently exists.

Programme

Time	Programme
9.00 – 11.00	Introduction & Foundation Exercise: What is a Prospect? Exercise: Auditing Your sales process Foundation Principles for the sales process & Pipeline Management
11.00 – 11.15	Tea/Coffee Break
11.15 – 13.00	Pipeline System – 6 Stage Process 1. Exercise: Pick the Top 2 Prospects 2. Classifying the Pipeline Inventory: A Proven Methodology 3. Exercise: Classifying Opportunities & Prospects
13.00 – 14.00	Lunch
14.00 – 15.30	Pipeline System - 6 Stage Process 1. Weekly Reporting 2. The Weekly Meeting 3. Diagnosing Activity & Prospects 4. Interpreting & Forecasting using the Pipeline 5. Tracking the Programme
15.30 – 15.45	Tea/Coffee Break
15.45 – 16.30	Sales Technique 1. Activity Generation Skills 2. Moving the Prospect through the Process 3. Tools for the Sales process & Selling Skills

Date and Venue

This workshop takes place on Tuesday 5th February, 2013 at Enterprise Ireland, Eastpoint Business Park, Dublin 3.

Registration

Enterprise Ireland client companies who wish to register for this workshop should read our Terms and Conditions and then click on the 'Register Now' button below.