Forecast Less - Sell More         
Audience Objectives Content Arrangements Fees Feedback Pre Course Assessment Small Groups

Easy money is available to those prepared to search in their own back yard. It is a simple mater of eliminating wasted effort.

Use this course to increase sales productivity, forecast accuracy and earnings.

'Forecast Less - Sell More'  explains how to increase sales through simple changes in process and procedure. There is no requirement to develop or improve skills. Participants leave with a set of tools that reduce time wasted on sales that don't happen or can't be won and learn how to focus their efforts on worthwhile, profitable, and realisable sales opportunities.

Course Objectives

The answers to six fundamental sales questions await those who attend this course -

• How to recognise the best sales prospects
• How to identify the most effective value proposition
• How to determine if a customer will buy
• How to know if you can win
• How to be sure winning will be worthwhile
• How to know the best thing to do next

Who Should Attend
All sales people who want to work smarter, increase sales productivity, and forecast accuracy will benefit from this course. Sales directors and managers who need to achieve similar improvements will gain a range of new tools and ideas for achieving fast results.

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How to benefit from the course

• Working on the right opportunities

• Finding enough opportunities
• Accurate assessment of opportunities
• Accurate forecasting

Prospect Profiling

• Critical prospect characteristics
• Creating a concise profile

Profit Prospecting

• Identifying Contribution
• Validating Information

Prospect Research

• Sources of information
• Applying the filter

• Instant Accuracy - know or don't know
• Underlying Questions
• Lost and Won Comparison
• Competitor Comparison
• Interpreting Results
• Prioritising Actions

Pipeline Management

• Opportunity status
• Early warning

Forecast Accuracy

• Accommodating uncertainty
• QQA accuracy
• QQA protection
• Effect on sales

Arrangements

Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course.

Length - One day

Class size - Up to twelve

Learning - Lecture, discussion, exercises, application of tools to sales situations and   current sales prospects.

Forecast Less - Sell More is fun, challenging, and effective in helping people increase sales productivity and forecast accuracy. We guarantee an enjoyable day that leaves participants with renewed confidence in their skills and ability.

Outcomes

After completing this course participants will:

Have a concise prospect profile
Be able to differentiate winnable prospects
Have more prospect sources
Be better able to articulate unique value
Know how to quantify opportunities
Be able to predict sales outcomes
Be able to forecast more accurately
Have more reasons to forecast accurately
Understand pipeline management
Have a way to verify forecast predictions

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Pre Course Assessment
Self Study Option