Pipeline & Territory Management
Effective pipeline and territory management begins with the end in mind. Effective planning requires a thorough understanding of projected business from existing accounts as well as current and new prospects.
At the completion of this workshop, you will be able to: project revenue targets from existing accounts and current and new prospects, identify where clients and prospects are in the sales pipeline, and develop a territory plan to create focus and direction for activities.
As a salesperson, you first need a specific sales revenue target, then you need to analyze each of the elements that make up that target. You need to understand how to move from prospects to closed business, and the critical steps and closing ratios for each step.
Creating a concrete plan will help you create and achieve sales results.