Sales Manufacturing(TM): Identifying Sales Opportunities

Overview/Description
 William Penn (founding-father of Pennsylvania) said, "Method goes far to prevent trouble in business: for it makes the task easy, hinders confusion, saves abundance of time, and instructs those that have business depending, both on what to do and what to hope." For the sales professional, there is such a method that will make tasks easier, save time, and build a predictable sales machine. This method, called Sales Manufacturing(TM), is not a way of selling, it is a way of thinking. It is not a sales process; it is a model for building the specific sales processes that best meet the needs of your business. In this course you will discover the principles of Sales Manufacturing, and how to approach the prospecting and business development stages of the system to insure you have sufficient "raw materials" to determine the successful operation of your sales machine.

Target Audience
 This series will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their careers to the next level. As with all Sales UniversityŽ programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.

Expected Duration
5.0 hours

Lesson Objectives:

The Making of an Effective Sales Model

  • identify the benefits of understanding the underlying concepts of the effective sales model.
  • identify sales activities that illustrate the realities and shortcomings of common sales models.
  • identify examples of successful sales model considerations.

    • The Sales Manufacturing(TM) Model

  • identify the benefits of understanding the Sales Manufacturing(TM) model.
  • identify actions that illustrate types of sales accounted for in the Sales Manufacturing(TM) machine.
  • recognize the stages of the opportunity development phase of the Sales Manufacturing(TM) model

    • Opportunity Development: Raw Materials for Success

  • identify the benefits of using the Sales Manufacturing(TM) model for opportunity development.
  • sequence the steps to identifying one's universe of contacts.
  • apply the steps to identify one's universe of contacts, in a given sales scenario.
  • identify steps that illustrate the appropriate way to complete a Target Account Scoring matrix, in a given scenario.
  • determine if a given Target Account Scoring Matrix was completed appropriately.
  • identify lead generation guidelines.
  • apply the lead generation guidelines to a given sales scenario.
  • identify examples of sales contact requirements demonstrating prequalification criteria.
  • place a lead on the prequalification standard scale, given a sales professional's offering and contact need's description.
  • match sales examples with when to recycle sales opportunities.

    • Course Number: SALE0421