What you get

90 minutes eLearning Course

  • Go-Getter Forecasting Tool

    An Excel based forecasting tool to help improve and manage your pipeline and track performance to target

  • Deal Qualification for Success

    We review why deal qualification yield results and how to view your deal stages to gain insights and positively move the needle.

  • Tools for changing behaviour

    As part of the TSPI™ GoGetter tool and methodology you will receive a handy sales framework that will assist in changing behaviour

Course curriculum

  • 01

    Welcome to the course!

    • A message from your instructor

    • How to use this course

    • Before we begin...
  • 02

    The What, Why and How of Sales Forecasting

    • The What

    • The Why

    • The How

    • Test your learning
  • 03

    Types of Sales Transactions

    • Direct / Indirect

    • Transaction vs Solution

    • B2B vs. B2C
  • 04

    Knowledge Check

    • Check point 1
  • 05

    Qualification Criteria & Deal Stages

    • How your qualification process impact your forecasting accuracy

    • Introducing the TSPI™ methodology

    • What to measure, track and report

    • Sales Effectiveness for your team
  • 06

    Knowledge Check

    • Check point 2
  • 07

    TSPI™ GoGetter tool and methodology

    • The Activity & Pipeline Management

    • Using the Qualification Tool

    • Understanding the Reports
  • 08

    Knowledge Check

    • Check point 3

Content Contributor & Coach

SalesRehab provide services and solutions that drive sales performance and ensure sales success. As management consultancy they partner with clients for long-term growth and help them move ahead with clarity, confidence, optimal systems and skilled sales talent.

Sales Rehab

Content Contributor

Content Contributor & Coach

Maud is a seasoned executive with 25+ years' experience in sales, marketing, incentives and performance improvement. Having led an international sales team in the past, she is focussed on expanding sales team capabilities from the boardroom to the trenches and aligning sales and marketing objectives. She has a strong focus on sales leadership development, margin realisation, process optimisation and working smarter.

Maud Botten

Senior Instructor

Testimonials

“Really enjoyed the explanation of how sales have to evolve, also liked the "Why Factor", which really changed my view, excited to use new techniques.”

SYSPRO Canada - Account Manager

“Overall the training met my expectations snd I feel more confident with all material covered.”

SYSPO Africa - Sales Administrator

“Very good and open pipeline for proper visibility.”

Modena - Strategic Account Manager

“Enjoyed the training and can see how this will help drive a sales culture and discipline.”

WorldNet Logistics - CEO

“Refreshing perspective, feel confident and excited! Look forward to taking control of my portfolio.”

Primedia Broadcasting - Senior Account Manager

“All clear; makes sense. Look forward to implementing the systems and training.”