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Many people see sales as largely a “gut feel” job. In most cases as a sales person/manager, you are required to achieve predetermined and finite outcomes. Therefore any tool which makes these out comes more predictable and more in control should be welcomed. It is vitally important that backward planning becomes part of your culture as it enables you to enjoy the feeling of knowing what to do, and by when, in order to deliver the desired result. It will also help you to identify your (or your teams) weaknesses and therefore where you have to improve your performance “ any tool which makes these outcomes more predictable and more in control should be welcomed.” Well here’s the tool…
The Sun Learning Systems Backward Planning Tool
Learning and Beyond Market Sector Working Sector Buying Sector Name Phone # Contact Type (P/SP/C) Product # Prospects # Calls # Appts # to Pipeline # Diagnosed # Presented # Sold Cancel? Total Sales $