Opportunity Reviews
Program Overview
Vogelman Opportunity Reviews are held in a team setting using
a fun and managed process that provides a positive environment for
reviewing and improving sales plans and their critical success
elements.
The process is non-threatening, but
challenging, and provides an excellent vehicle to reinforce strategic
selling concepts while applying them to real opportunities, in real
time.
Each presenting team leaves the session with an updated action plan,
along with greater knowledge and understanding of their best sales
opportunities.
The Vogelman Program focuses on the most critical areas of
performance:
- Review and reinforcement of
Strategic Selling Concepts
- Keys to Sales Success
- Political Alignment challenges
- Action Plan awareness
The Opportunity Review Process is a
90-minute process that is repeated for each opportunity:
- Review Opportunity
- Present the Opportunity Plan
- Clarify our understanding of the
Plan
- Challenge the Opportunity Plan
- Improve the Opportunity Plan
- Drug Detox Plan
- Update the Sales Action Plan
The Vogelman program is targeted to:
- Sales Representatives
- Service Representatives
- Sales Support Staff
- Sales Managers related to the opportunities to be
reviewed
Program Length
Leader-Led 1 day, with typically 4-5 opportunities in a day.
However, the process can be customized to either include more or fewer
sales opportunities.
Prerequisites
Strategic Selling or other similar sales methodology program.
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