How do you improve your sales forecasting accuracy?

Effective sales funnel (pipeline) evaluation and management

“We do monthly funnel reviews now with every territory manager and have incorporated forecast accuracy key performance indicators into the sales management team bonus structure.”
Sales Director, Healthcare

Strategic Selling Funnel Management® provides participants with a method for analyzing opportunities within their sales funnel and identifying ideal behaviours which will enhance sales performance. This programme provides a way to examine individual sales funnels to recognize key actions to be taken by both the sales professional and the customer to help move opportunities through the funnel.

Strategic Selling Funnel Management® helps participants remain close to potential sales opportunities as they advance through each funnel stage and share best practices for improving identification of the specific actions needed to move them forward. Participants will develop a customized sales funnel to improve adoption of the tool and increase forecasting accuracy. A Critical Moments expert will help delegates to develop proper documentation for tracking both the selling organisation’s sales process and the customer’s buying process.

Participants gain an enhanced understanding and application of the sales funnel from Strategic Selling® to better prioritise the opportunities competing for limited resources and increase close ratios by targeting those that represent the best return on investment.

Choose Strategic Selling Funnel Management® if your company is trying to:

  • implement consistent adoption of a sales funnel process
  • eliminate wasted energy in the sales cycle
  • raise confidence in advancing opportunities to a close
  • reinforce selling behaviour and activities that move sales forward
  • increase forecast accuracy