Sales Management Services

Any investment in sales effectiveness is only as valuable as your ability to embed it in the day-to-day practices of your sales force. History proves our Sales Management Services can provide the framework for effective business management that creates a warm reception and enthusiasm in your sales force for the consistent use of your sales process. We'll show you how to show them that it's easy to learn, quick to use, and it works. 

The services offered are:

Sales Forecasting and Business Management with eSP

With your new sales process and sales organization designs complete, your sales management process will naturally need to be developed or modified to reflect the new possibilities. We can help you develop a sales management framework that gives you the tools you need to manage the sales function as a business. Your sales management framework will include at a minimum: 

  • Opportunity tracking and management methods

  • Sales forecasting and review process

  • Forecast and pipeline analysis

  • Management and executive reporting

We develop your framework in a training workshop format where you are not only presented with the framework and its implications but also have an opportunity to practice its delivery. You'll practice sales forecasting and review sessions using role-plays. You'll use the eSP system to explore the knowledge available through forecast and pipeline analysis. We include instruction on impact analysis and action planning in all analysis sessions so that performance improvements can be implemented swiftly. <return>

Skills Analysis and Development Planning with eSP

Prior to the availability of eSP, it was very difficult to learn what sales skill improvements were required to enhance sales performance. However, with eSP not only can general skill enhancement areas be discovered but you can also customize personal development plans. These development plans focus on the specific skill needs of the individual sales professional as well as provide a territorial and organizational view.

The Skills Analysis and Development Planning services are supported by Web-based tools that work in conjunction with eSP. The specific sales skills defined in the sales process definition phase are used as the basis for these services. <return>