6 March 2019: 9.00 – 9.45 am GMT :

   Three Key Takeaways:

  • How to connect sales targets to daily priorities and actions using effective sales pipelines.
  • How to have the courage to make tough decisions about which opportunities deserve investment of limited sales resources.
  • How to coach and be coached to continually improve pipeline management.

Target Audience:  all APS member levels

Sales pipeline best practice and how RICS improved sales forecast accuracy from under 35% to over 98%

  • Sales pipeline best practice.
  • Defining terms and clarifying the differences between sales pipelines and sales forecasts.
  • What the webinar leaders learned as they introduced pipeline best practice to the Sales Engagement Team of The Royal Institution of Chartered Surveyors.
  • Managing sales pipelines in Excel and in CRM.
  • How to balance the three key pipeline activities;  filling the pipeline, working existing opportunities and closing.
  • Applying sales resources disproportionately to chosen opportunities.
  • How to manage the three key pipeline components; value, probability and close date.
  • Using value and probability to prioritise using “Expected Revenue” aka “Weighted Forecast”.
  • Sales leadership and management perspectives of pipelines.
  • The pivotal role of pipeline review in sales team coaching and how to do it.

During the webinar delegates will discover:

  1. How to connect sales targets to daily priorities and actions using effective sales pipelines.
  2. How to have the courage to make tough decisions about which opportunities deserve investment of limited sales resources.
  3. How to coach and be coached to continually improve pipeline management.

About the Presenters: 

Philip Cauldfield, Head of Corporate Engagement, RICS

Philip has worked in Sales Leadership for 30 years, mainly service based annuity contracts in Construction, Contract Outsourcing and IT Solutions. He has a passion for giving outstanding service and believes this is the quickest route to growing acquisition and retention sales in his teams. In recent years he has seen this can also have a significant effect on improving the well-being of his staff.

Philip currently manages the UK Sales Engagement Team at the Royal Institution of Chartered Surveyors in London and Birmingham.

Peter Button, Independent Coach and Trainer

For over 30 years Peter has developed his skills and experience as an independent coach and trainer with B2B sales teams and business leaders.

Peter’s clients have included a wide range of outstanding teams including TomTom, Henley Business School, RICS, the CBI and many global leaders in healthcare.


AGENDA

9:00 Welcome from Ben Turner, Co-CEO, APS
9:05 Sales pipeline best practice: Philip Cauldfield, Head of Corporate Engagement, RICS & Peter Button, Director, Real World Strategy
9:30 Q&A
9:345 Close

Other Technical Details:

– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

The APS are committed to ensure we are fully compliant with GDPR regulation changes.  As a member of the APS, we provide options of segmenting the communication you receive into the topics which you are most interested in, to safeguard that the content we provide to you is useful and interesting. You can access your personal preferences upon registration, or opt-out of these member benefits, should you choose.

Philip Cauldfield
Head of Corporate Engagement, RICS

Peter Button
Independent Coach & Trainer