Description

Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this Sales Management Association course, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than 10 years of Sales Management Association research, they revisit their 2015 HBR article on sales process management and update a set of best practices employed by leading sales organizations.

The course also reviews first principles associated with instilling process discipline in sales organizations; these principles give sales leaders a sound foundation for skill development in sales process and pipeline management.

Topics include:

• Process discipline’s role in scaling and regulating selling effort
• Sales process design fundamentals, best practices, and emerging trends
• Pipeline management approaches: what really works
• Best practices in structuring and conducting pipeline reviews
• Rethinking pipeline KPIs

Rolling enrollment allows learners to take this course at any time.

Course Format

This course includes a series of recorded modules delivered asynchronously and on-demand. This is a self paced short course. There is a brief knowledge check.

Certificate of Completion

Learners that satisfactorily complete the knowledge check are provided with a digital certificate of completion for this course module, and may use the completed course to satisfy Sales Management Association certification program requirements.

Course Fees and Requirements

There are no prerequisites for this course. Enrollment in SMA’s certification program is required. Learn more about certification and enroll here.

How to Enroll

• Use this link to enroll in the course.