Sales Forecasting & Pipeline Management

The Sales Forecasting & Pipeline Management Master Class is aimed at Sales Directors and Managers, Key Account Sales Managers and all other Salespeople who need to improve how they manage their sales pipeline and improve the accuracy of their sales forecasts. This Master Class shows delegates how to manage a sales pipeline more effectively and produce accurate sales forecasts that actually happen.

Many sales managers don’t trust the sales forecasts produced by the sales team because history has proven that their forecasts to be wildly inaccurate. Most sales forecasts can be made significantly more accurate by making a few fundamental changes in the sales team’s approach to the task. The Sales Forecasting & Pipeline Management Master Class shows delegates how to ensure the contents of their sales pipelines are good, winnable deals that are aligned with their company’s key target market sectors.

This Master Class starts by explaining to delegates the importance of accurate sales forecasting & pipeline management and the impact that this has on the business as a whole. It then examines what the barriers to accurate sales forecasting & pipeline management are and what to do to overcome these barriers. Delegates are then shown how to use a ‘Data-Driven’ approach to moving deals through their sales pipelines which will aid sales forecasting.

The Sales Forecasting & Pipeline Management Master Class also shows delegates how to manage forecast killers and to use Salesforce.com’s (CRM) ‘Top Tips’ to aid forecasting & pipeline management.

Ultimately, sales pipeline management is a critical activity for all professional salespeople, and better pipeline management can make a huge difference in sales performance. With great sales pipeline management, forecasts are more accurate, sales targets are hit, and salespeople become much more productive.