BreakThroughs, Inc. | Programs

Contact Us

•		Basic Sales Skills

•		Advanced Selling Skills

•		Developing A Sales Funnel

•		Coaching & Managing An Efficient Sales Funnel Process

•		Account & Territory Plan Assessment

•		Successful Account Management

•		Sales Center Operational Reviews

Coaching & Managing An Efficient Sales Funnel Process

Coaching Funnel Management is designed to help all sales management titles improve their sales coaching ability and funnel management skills. Participants learn the importance of maintaining a "real" funnel and how having a funnel can lead to improved performance for their teams. They gain a clear understanding of the definitions for each element in the funnel, what questions to ask the sales force about their opportunities, and how to optimize efforts around funnel activities. "Win/Win" Funnel Reviews are constructed as a collaborative, helpful experience for the salesperson. Existing sales standards are reinforced and linked to successful funnel management.

The second day of the course is devoted to a review of coaching techniques and clearly illustrates how proper coaching techniques can improve sales team behavior and performance. Managers learn a step-by-step process that can be used in coaching any sales situation. Learning occurs through a series of case studies and role-plays to have the participants practice their coaching skills.

Participants leave the class with useful job aides on various funnel ratios, how to prepare for a coaching session, how to conduct a coaching session, and what specific questions to ask in the funnel review.

The course is role-play and practice intensive with numerous hands-on experiences. Attendees will leave with a pre-planned coaching session designed and ready to deliver to one of their direct reports when they return to the work site.

Outcomes

Sales Managers become coaches that focus on how to win as a teammate with their salespeople.
Sales team members see their coach as an asset vs. the "micro-manager" that doesn't contribute to the sales process.
Managers and salespeople jointly develop a winning strategy, both with customers and each other.
Sales are increased by up to 20%, and more!

Content
Please call 303-814-8100 for a specific content outline.

Targeted Audience
This program is for new sales managers, existing sales managers that need additional skills.

Format
This program is available in a two-day format. All programs are customized to your unique needs. Where appropriate, this program is offered in conjunction with Successful Account Management, Account & Territory Plan Assessment, and Manager as Coach programs.