A critical success factor in sales achievement is the ability to play the role of strategist. Salespeople who can select high-return opportunities and bring in business with a targeted expenditure of limited sales assets are a source of competitive advantage for their organization.
Managing Opportunities helps high-performing salespeople learn how to make optimal decisions when choosing which opportunities to pursue.
Learn how to use the three factors – Probability Analysis, Value Analysis and Position Analysis – to analyze sales opportunities and provide evidence to support their decision to pursue a particular opportunity.
Learn how to accurately identify and assess the value of an opportunity and gain leadership support in their sales efforts.
Be able to identify opportunities from their portfolio of accounts that represent the greatest value and highest probability of winning for your organization.
Discern where to spend their valuable time and resources to gain the best accounts with the highest profitability and value to their organization.
Sales Advantage Series: Series: Strategic Account Selling: Managing Opportunities™ is a 4 hour program that can be delivered virtually, face-to-face or blended in half day workshops.
Managing Opportunities can be tailored to your selling situations.
This half-day module is one of six modules in the Sales Advantage Series that equip your sales team to provide greater value to your customers and compete more effectively for business. The modules include:
Modules can be taken independently or as a complete series over time. Participants will complete pre-work for each module to better leverage session activities that bring the concepts to life through reflection, case work, and application of new tools. Salespeople also work on their own client opportunities to advance their understanding and use of the tools.
