Sales Opportunity Management(r) Program Plan

What Is Sales Opportunity Management(r)?
Sales Opportunity Management(r) is a method for evaluating complex sales opportunities to determine if they can be won. Complex sales are defined as sales involving:

• Multiple buyers with varying levels of influence or involvement in the sales cycle
  
  
• Decision influenced by factors other than products, services, price or need
  
  
• Variety of sales strategies used, depending on alternatives and sales situation
  
  
• Usually involves team selling, extended sales cycle, intense competition and high stakes

How Does This Approach Help Improve Sales?
Sales Opportunity Management(r) is an approach that helps users to capture and evaluate critical information about sales opportunities. Then, using Win Analysis(r), participants can determine their chances of winning the sale.

Why Does Sales Opportunity Management(r) Work?
Sales Opportunity Management(r) was derived from evaluating hundreds of sales opportunities in the field. In this program, participants acquire the tools, experience and knowledge, necessary to continue to use the system in the field. Professional consultants also help clients through the transition to greater productivity through field follow up and reinforcement.

Who Should Attend Sales Opportunity Management(r)?
Participants should include experienced sales, management, sales support and others involved in the sales process. It is also helpful to include participants who are active in post sales activities such as customer service, consulting or client management.

What Is The Program Like?
Each sales responsible participant brings information about a live sales opportunity. Participants are organized in groups and select one of the opportunities from among those in the group. Each group works on that sales opportunity during the program.

Day One
Participants learn how to; assess whether a sales opportunity actually exists, determine chances of winning and evaluate competitive positioning and strategies. Each group develops a Sales Plan(r) using their live opportunity to apply what they have learned.

Day Two
Participants identify and evaluate buying influences in order to identify the Key Decision Makers. Next they assess the account's Buying Readiness; their willingness and ability to make a buying decision within the established time frame of the sale. Participants determine how the Sales Plan(r) will be implemented. They also outline and evaluate an actual call on a Key Decision Maker. At the end of the day, each group reviews their entire Sales Plan(r) and prepares to have it evaluated by other participants using the Win Analysisâ method.

Day Three
Groups present their Sales Plan© to others in the participant group, using the Win Analysisâmethod, specifically designed to identify challenges and create improvements which will impact the chances of winning the sale. Participants have the opportunity to present their plan and evaluate others.

Why Is This Approach So Successful?
Sales Opportunity Management(r) enables participants to go beyond the gut level of selling and determine their chances of winning a sale based on objective criteria. The Sales Plan(r) and Win Analysis(r) help users to determine if they are: focusing on the right opportunities at the right time and dealing with the right people in the sale. This approach also helps sales and management allocate their time and resources to sales which can be won.

How Can You Participate?
Contact Performance Management Consultants, (303) 333-7515, fax (303) 320-8474 or email info@procentral.com for information.