Forecasting & Pipeline Management

Content & learning

• The importance of accurate forecasting to the individual ‘sales’ person, the sales leader and the organisation
• Pipeline management- what’s in it for the individual ‘sales’ person
• The key challenges to accurate forecasting and effective pipeline management?
• The dangers and causes of poor and inaccurate pipelines
• How to run effective pipeline review meetings – working with the seller/BDM/Account Exec
• Tips for building a robust, accurate pipeline

Learning objectives

• • Understand the vital importance of accurate forecasting and robust pipeline management
  • Understand the challenges to achieving these outcomes
  · Be able to apply some effective strategies and structures to improve forecasting and pipeline management as a sales/team leader or individual ‘sales’ person

About the Speaker

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a widely qualified professional coach and trainer. Nick is an Economics graduate with over 25 years corporate insurance broking experience. He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.
In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. He is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.
Nick has worked in a self-employed capacity in training, coaching, and consulting since 2017, including as a specialist adviser in Insurance sector M&A (Mergers & Acquisitions) sector. He set up Nick Thomas & Associates in 2020 in response to demand from his industry network for training solutions designed and delivered by people with a background of working in the industry.

Please note: This event is a regional collaboration between the local institutes in the area. Your booking details will be shared with the Insurance Institute of Chelmsford and South Essex, which is acting as the host institute for this event.