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For any salesperson, knowing where in the sales cycle an opportunity currently exists gives them the confidence to manage and exert control over the sales process to ensure forward movement (momentum) is properly maintained. The 7 Stages of the Sales Cycle course provides an overview of the distinct and identifiable stages (steps) that most sales processes typically follow.  Each stage is discussed individually, but then examined in the context of the overall sales cycle.

Also covered is the significance for every sales organization of assigning accurately descriptive definitions/ percentage (%) values for each stage/ sub-stage in the sales cycle. This has become increasingly important as many sales organizations are now implementing customer relationship management (CRM) solutions that aggregate/ analyze their sales pipeline, then automatically calculate forecast reports.

Learning Objectives

  • Explore the 7 stages of the sales cycle.
  • Discover the time element required for completing actions necessary to advance sales opportunities to the next stage.
  • Identify stage percentage (%) values in relation to the overall opportunity aging (comparing to previously closed sales).
Last updated/reviewed: June 27, 2017

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

Suggested reading: Trench Warfare: Winning the Battle for Mindshare in Channel Sales., Ref.: Chapter Six – Promote Success.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION and OVERVIEW
7 Stages Defined
  8:08Stages 1 - 4
  10:37Stages 5 - 7
  7:40Knowing Where You Are In The Sales Cycle
  9:24Assigning Definitions/Percentage Values
CONCLUSION
  9:13Course Summary
CONTINUOUS PLAY
  46:297 Stages of the Sales Cycle: Assigning Probability Definitions that Enable Better Account Management
SUPPORTING MATERIALS
  PDFSlides: 7 Stages of the Sales Cycle
  PDF7 Stages of the Sales Cycle Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM