Shows sales executives how to quickly identify opportunities and coach their salespeople to achieve desired results. It also provides an ongoing management support process to reinforce, analyze, and provide feedback on sales force effectiveness to senior sales management. The sales management coaching process includes: a framework for common goals, a common language and a consistent sales process; lead sales funnel reviews to support forecasting accuracy; and a method to document and communicate sales processes to repeat successes or to correct performance gaps. Increases the ability of a sales leader to provide a high value ROI on sales development and activity.

You will leave Manager's Coaching for Strategic Selling® knowing how to coach, reinforce, and inspire the following opportunity management strategies and tactics with your team.

Sales Funnel Workshops

Sales Process

• Overlay the Miller Heiman Sales Funnel with your sales process for increased forecasting accuracy
• Gain insight into the value of the Sales Funnel as well-defined sales process

Analyzing Your Sales Funnel

• Determine if opportunities and Single Sales Objectives are appropriately placed in the Sales Funnel
• See the shape of your salesperson's Sales Funnel and determine what coaching is needed to achieve their revenue goals

Coaching Observations

• Help salespeople learn to focus on opportunities and Single Sales Objectives that increase the probability of meeting their revenue goals and objectives

Sales Funnel Reviews

• Understand how to prepare Sales Funnel Reviews
• Develop comments and questions around your salesperson's Sales Funnel for conducting Sales Funnel Reviews

Blue Sheet Workshops

Blue Sheet Guidelines

• Develop guidelines for salespeople to determine when a Blue Sheet should be completed and when to gather the team to conduct a Blue Sheet strategy session

What's Working

• Uncover the benefits of using the Blue Sheet to analyze Single Sales Objectives
• Identify what part of the process is and is not currently working in your organization to support the Blue Sheet process

Blue Sheet Pitfalls

• Learn to identify common discrepancies in a Blue Sheet and possible areas for coaching

Blue Sheet Analysis

• Identify missing, inconsistent, or uncertain information on pre-course Blue Sheets to determine coaching for individual salespeople

Selling Behaviors

• Identify positive selling behaviors desired of your salespeople and determine where coaching is needed