North America

Strategic Selling® Funnel Management provides organizations a method for analyzing opportunities within the sales funnel and for identifying ideal salesperson behaviors that enhance sales performance. This program provides a way to examine individual sales funnels to recognize key actions to be taken by both the sales professional and the customer to move opportunities through the funnel.

Strategic Selling® Funnel Management helps sales leaders, managers and mentors remain close to potential sales opportunities as they advance through each funnel stage and share best practices for improving identification of the specific actions needed to move them forward. During this session the organization will develop a customized sales funnel to improve adoption of the tool and increase forecasting accuracy. A Miller Heiman expert will detail proper documentation for tracking both the selling organization’s sales process and the customer’s buying process.

The goal is to deliver an enhanced understanding and application of the sales funnel from Strategic Selling® to better prioritize the opportunities competing for limited resources and increase close ratios by targeting those that represent the best return on investment.

Strategic Selling® Funnel Management may be the right solution if your company is trying to:

  • Implement consistent adoption of a sales funnel process
  • Eliminate wasted energy in the sales cycle
  • Raise confidence in advancing opportunities to a close
  • Reinforce selling behaviors and activities that move sales forward
  • Increase forecast accuracy
  • Improve predictability

Who should attend

Any member of the organization responsible for ensuring proper use and application of a sales funnel process and the Strategic Selling® concepts and tools including sales operations, sales management and peer mentors.

How your organization will benefit

Enable field salespeople to:

  • Quickly identify actions required to move opportunities through the sales process
  • Manage selling time and priorities based on the number or value of opportunities in the funnel

Enable sales management and senior leadership to:

  • Identify whether opportunities are placed in the right funnel stages based on established criteria
  • Improve forecast accuracy and funnel management
  • Identify coaching opportunities to help teams and individuals create a steadier stream of prospects to move through the funnel

Delivery Options

Whether you are looking for in-person training, digital options, an integrated approach or a blended solution, we can ensure an experience that best suits your workforce.

Instructor Led Training

Digital Learning Options

Integrated Training

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