Pipeline and Territory Management
Building long-term, positive relationships with clients is a champion sales executive’s end game. But it takes consistent planning and organization of all clients in your pipeline, both existing and new prospects, to yield consistent positive results on your bottom line.
Pipeline and territory management: the predictors and measures of sales success. As a sales executive, your first step is to establish a realistic sales goal, followed by an itemized list of the elements necessary to achieve that goal. Those elements, also known as your pipeline, include projected business from existing accounts as well as any new prospects. Not every deal will close, at least not without a great deal of planning. Understanding closing ratios and executing a concrete plan are essential to positive sales results.
This course pulls the curtain back on the activities that must happen behind the scenes in order to grow your business. You'll explore the skills, critical steps, and analytics of sales growth planning.