Description

Approximate time to complete: 35 minutes (not including short course assessment)

Intended audience: Sales Management

Sales Process Skill Set: Manage

Category: Foundation

Overview:

Opportunity Analysis and Management is a course intended to help the sales manager and his or her team familiarize themselves with a systematic and effective process for evaluating the status and quality of opportunities. Also, this course will help the sales team identify the best practices for evaluating objective, verifiable outcomes related to execution of the sales process.

Course objectives:

After completing this course, you will be able to:

• Describe an effective opportunity review process
• Articulate the importance of verifiable outcomes in the sales and management process
• Identify common problems with key verifiable outcomes
• Determine the status of an opportunity based on sales process
• Identify five key factors to be developed and managed in an opportunity

Recommended prerequisite courses:

• Principles of Sales Execution
• Principles of Pipeline Management and Coaching

Related courses:

• Principles of Pipeline Management and Coaching
• Pipeline Analysis and Management
• Principles of Sales Coaching