Sales Management Auditing and Assurance
3 days|Delivered on request
This programme is written from the assurance side. Delegates learn to test whether needs analysis and sales forecasting are working as claimed, and how to evidence the conclusion. Assurance work is under scrutiny because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with pipeline management, proposal writing and complaint handling in their own organisation.
What delegates leave able to do
- Make a decision about pipeline management without waiting for a specialist, measured against consultative selling methodology
- Improve proposal writing within their own organisation
- Put complaint handling on a footing they can defend to a reviewer
- Take ownership of voice of the customer programmes rather than escalating it
What the course covers
- Needs analysis
- Sales forecasting
- Pipeline management
- Proposal writing
- Complaint handling
- Voice of the customer programmes
- Service recovery
Who should attend
- sales representatives
- key account managers
- contact centre team leaders
- customer service managers
- sales managers
