Further Details
• Day One
• Establishing the need for organising a sales campaign, and how to proceed
• How can the sales operation be effectively planned and monitored?
• Establishing client base categories:
– Renewals / existing business revenue value
– New business revenue value
– Making projections - assessing the market
• Maximising potential:
– Market analysis
– Expected revenue increases
– Setting / agreeing targets
• Day Two
• The campaign plan - annually, monthly, weekly
– Types of prospects and prioritising
– What to monitor
– How to monitor
– Evaluating information
• Monitoring progress and regular Forecasting Reports - The Prospect Report
– Renewal status
– New business status
– Actual bookings status
• Gathering information from sales executives
• 100 / 90 / 40 Criteria Forecast - setting up on Excel
• Analysis - commentary on forecast information and comparisons with previous campaigns
• Taking action against projected shortfalls
Guide price
£1,425 for up to 6 delegates (includes all pre-course consultancy)) |
