Description (download pdf here)

A 2-day seminar which uses a strong foundation of project management to plan, implement and manage the sales cycle. The course defines a methodology to ensure that the correct opportunities are chosen, clear objectives set, all key stakeholders are identified and a milestone-driven plan is well defined and managed to maximise the probability of success.

Content Outline

Using extensive group work, personal experience and client-specific situations, the course will focus on the following areas:

Prioritising the opportunities

- Potential probability of success

- Strategic alignment

- Overall benefit to organisation

Getting commitment from the organisation

 - Getting sponsorship agreement

Creating and involving the team

- Develop the plan together

Setting clear and realistic objectives

- Time, resources required, target sales value

Identifying and managing the key stakeholders

- Who are the key stakeholders?

- What do you expect from them, what do they expect from you?

- Analysing stakeholder influences

Analysing the competition

- Strengths and weaknesses

- Actions to benefit or counter

Setting clear and agreed responsibilities

- Who does what and when?

- Internal support requirements

Creating a realistic timeline with milestones

- The critical path to success

Measuring success

- Were objectives met?

- Win or lose - what lessons were learned?

 Take away benefits

Participants have a clear repeatable methodology and approach to ensuring sales opportunities are identified and planned in a consistent manner to ensure appropriate expectations are set, resources are available, clear responsibilities understood and clear measurements of success defined.

 Methods

 We use little theory and lots of practice, with active feedback, discussion and exercises. 

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