manager reviewing her sales reps current opportunities helping them effectively manage their sales pursuit

Reviewing Opportunities

Discover a better way to review opportunities to gain insights into the best ways to optimize your business.

Improve forecasting and resource utilization for more closed sales with an effective and efficient opportunity review process.

The Reviewing Opportunities module is a 4-hour training for sales managers that provides a consistent and structured approach to reviewing opportunities to ensure that opportunities are assessed and graded on facts, not feelings.
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For Who

Sales Managers

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Format

Virtual instructor-led

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Duration

4 hours

Key Areas of Content

Manage by Exception

Pressure to deliver business results while developing their team’s talent places high demand on today’s sales managers. This pressure drives an increasing need for managers to work efficiently. It is not feasible or desirable to inspect every opportunity with every seller every week. Time spent with sellers or opportunities that are on track offers a lower return than those that are stuck, as does discussing details of the seller’s activities when their results show progress.

Emphasize Outcomes over Activities

Progress in an opportunity is evidenced by outcomes, not activities. Sellers may be very busy yet fail to make headway in the sales. Centering an opportunity review on outcomes ensures that the seller maintains focus on advancing the sale.

Make Data-Driven Decisions

Sales managers must choose where to focus their limited time. Many choose to do so subjectively, often leading to inconsistent results. The Opportunity Review process offers sales managers a more objective approach to these decisions that is dependent on accurate opportunity data. Sellers and managers should recognize the importance of maintaining CRM or opportunity management systems for their mutual benefit.