Sales management is a business discipline which is management of a firm’s sales operations and focused on practical applications of techniques used in sales. If there’s one thing that’s always a constant in an organization’s sales pipeline, it is changing.

While that’s a positive factor when deals are progressing forward and are moving from discovery to proposal to closed-won, change is also often negative, caused by deals going dark or falling out of the pipeline altogether.

Sales leaders have the incredible challenge of keeping up with all of this change and are simultaneously held to forecasts usually set at the beginning of the year, the quarter, or the month.

The problem is, with so much movement, accurate forecasting can be an impossible challenge – or at least one that requires constant observation and management. The challenge compounds when executives and board get involved.

In our sales excellence training model, we work very closely with management, sales leaders, and their team to identify the process and people gaps through in-depth study and analysis. We structurally plan intervention through a combination of need gap analysis, training, consulting, process improvement and coaching. We measure the results of every intervention and help reach organisations revenue goals.