Complete Learning

2 Workshops

The Workshops focus on Key Deals and Key Accounts. Attendees include anyone involved in helping to bring in the deal, or develop the account. They typically last around 3 to 4 hours and the output from the Workshop is a WIN PLAN.

Strategy and Tactics

The Sales Clinic Workshop is facilitated by Complete Learning Professionals who help the sales team develop a sales strategy that is realistic and deliverable. As part of this process we develop and priorities the key tactics required to deliver a win. This is documented using the WIN PLAN.

WIN PLAN structure:

• Overview: a high level description of the sales situation, why it’s important, where we’re strong and weak, the challenges, etc
• Proposition: what are we trying to sell – what’s our proposition – what the business benefits for our customer
• Executive Alignment: where are we strong, where are we weak – what can we do to improve our position
• Competitor Positioning: can we clearly differentiate our solution from known competitors – what do we know about the competition – how will we defeat them
• Key Dependencies: what can prevent success, what other issues need to be considered
• Summary of Strategy: in a few sentences, what is our winning strategy – this helps everyone involved (including the customer) understand what we need to do to win

During the Complete Learning facilitated workshop we identify the specific tactics and actions that need to be assigned to implement our WIN PLAN against each of the above sub headings. This allows the sales manager to control the outcomes from the workshop.