Client portfolio management

Participants will begin the training by confronting and aligning their goals as salespeople with the goals of their organization. The “Sales Funnel” training game will help them do this.

Thanks to the game they will realize the importance of appropriate actions on the customer portfolio and monitoring their funnel. They will learn how to have a constant supply of sales opportunities which will ensure the realization of periodic goals. Each participant will create his or her own sales funnel and develop an individual action plan adapted to each stage of the sales process in his or her business. Next, participants will answer the question of when it is worth acquiring new clients and when it is necessary to strengthen cooperation with existing clients. At the end of the training, they will learn how to use the SMART model, which will help them achieve global and individual sales goals.

Knowledge

• sales funnel theory
• hunting and farming
• client portfolio analysis
• setting goals in sales
• SMART model

Results

• participants align the strategic goals of the company with their goals as salespeople,
• participants are aware of the need to continuously and proactively work on the client portfolio,
• participants are familiar with the practices of working with their own sales funnel,
• participants are aware of the importance of setting realistic goals for working with clients.