CPD WEBINAR : Sales Processes, Planning and Pipeline Management

Thursday, 19 September 2024
12:00 pm – 1:00 pm (UK time)
    • Nick Thomas, CEO, Nick Thomas & Associates

There are many factors that can contribute to successful sales outcomes. We often think that top salespeople are successful because of their confidence and ease when in meetings or presentations, their ability to communicate, articulate, influence, and persuade. However, research shows that good planning and processes are key to successful sales outcomes. This session shows you how.


• Build an understanding of the importance of sales processes and planning as essential platforms for successful sales outcomes
• Understand the importance of creating and understanding an accurate Ideal Client Profile both for sales outcomes and client retention and profitability
• Understand the importance of SMART team and individual sales plan to ensure delivery on sales strategy and targets
• The importance of MI/CRM and on-going pipeline management to successful sales outcomes


Overview core sales process, its importance, and the key activities at each stage
•Process can be tailored depending on audience e.g., Broker sales process]
•The advantages of establishing, documenting, and understanding your Ideal Client Profile [ICP]
•Creating your own ICP – multi-factorial approach. Has the shift to hybrid working shifted the ICP?
•On-going qualification of prospects against ICP
•Sales Plans – and core components planning for success
•Pipeline Management and the use of CRM – monitoring performance, gap analysis, adapting strategy and activity, task management etc.

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at www.cii.co.uk/cpd.

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