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OnDemand Webinar

Analyzing Sales Data to Improve Outcomes

In the past, the analysis of sales data has been limited to measurements of closed sales as compared to the cost of sales resources. But sales is a process. And like any process, it has inputs, an engine, and outcomes. The sales process generates a wide range of data as your salespeople execute activities and achieve milestones with their opportunities. The challenge for the sales executive is to identify the data that matter, and analyze this data in the context of a model that will yield meaningful and actionable improvement. This on-demand webinar will help sales managers and other sales executives understand the context and relationship of key sales process data. Further, the on-demand webinar will guide decision makers in the development of a model for empirically grounding strategic and tactical sales initiatives. Finally, this program will review several best practice metrics and standards for sales process measurements.


Runtime: 55 minutes
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Sales Process

  • Define the Sales Process
  • Identify Sales Process Data
  • Sales Optimization Model
  • Create Process Context for Analysis - The Opportunity Portfolio

Sales Data

  • Performance
  • Productivity
  • Profitability

Analysis

  • Process Drivers
  • Trends
  • Capacity
  • Forecasting
  • Opportunity Portfolio Balance
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on February 4, 2014.

Call 1-866-352-9540 for further credit information.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Roy W. vanNorstrand

Roy W. vanNorstrand

The Leren Group LLC

  • Founder and president of The Leren Group LLC
  • The Leren Group LLC is a professional services firm passionately devoted to delivering high impact, high value, sales training, sales coaching, and sales management solutions to our clients; we use an innovative model of resources, tools, training, consulting and coaching to drive what we call Leren Sales Optimization; our clients include small and medium businesses in several industries throughout the U.S.
  • More than three decades of sales management experience and practice in a variety of industries and business models including the Development of the Leren Group Sales Optimization Model™
  • Staff facilitator for the Heartland Technology Groups (HTG); a member of the American Society of Training and Development (ASTD), the Sales Management Association (SMA), The Professional Society for Sales & Marketing Training (SMT), The Sales Association (TSA), and a founding member of the Business Relationship Management Institute (BRMI)
  • A sought after speaker and subject matter expert on the topics of sales strategy, sales process and sales management
  • Wrote the Professional Practice of Sales series of live and online training resources
  • Can be contacted at [email protected]
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

All of your training, right here at Lorman.

Pay once and get a full year of unlimited training in any format, any time!

  • Live Webinars
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  • White Papers and Articles
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* For audio recordings you only pay shipping

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Product ID: 391634
Published 2014
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