Description

Approximate time to complete: 30 minutes (not including short course assessment)

Intended audience: Sales Management

Sales Process Skill Set: Manage

Category: Foundation

Overview:

Principles of Pipeline Management and Coaching is a course intended to help sales managers master the foundational concepts and principles of pipeline management and coaching needed for effective sales management. This course will help them describe the important role of a sales manager in driving and reinforcing the sales and sales management processes. In addition, this course will help them identify and manage common challenges faced by a sales manager in order to sustain desired performance results.

Course objectives:

After completing this course, you will be able to:

• Describe the roles of a sales manager within the sales management process
• Identify key components of a repeatable sales management process
• Articulate the difference between pipeline management and forecasting
• Identify challenges faced by management in the sales management process
• Articulate ways that results can be sustained from management support and processes

Recommended prerequisite courses:

• Principles of Sales Execution

Related courses:

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