Business pipelines often have hidden weaknesses which often only come to the surface at the last minute such as, weak qualification, overly optimistic weightings, timescale slippage and product / service mismatch to name but a few.
This module has been designed for Sales Managers and Directors to give them the confidence that their new business forecasts are accurate, predictable and ultimately deliverable.
Key Deliverables / Outcomes
- Understanding of key ratios and activity levels which sit behind achievable pipelines
- Agree a checklist to ensure that all forecasted business is in line with the company's benchmarks
- Ability to interrogate a pipeline to ensure it is robust and deliverable
Summary Agenda
- This workshop is based on delegates' real life pipelines
- Common pitfalls and hidden dangers present in pipelines
- Definition of a Prospect
- Key ratio overview and impact on the business
- Agree key ratios
- Profile of an ideal client
- Review current pipeline including Q&A
- Agree Pipeline Checklist and Review Process
Every delegate who attends a Longley Academy Programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.
