Sales Processes, Planning & Pipeline Management

Content & learning

• Overview core sales process, its importance, and the key activities at each stage
• The advantages of establishing, documenting, and understanding your Ideal Client Profile [ICP]
• Creating your own ICP – multi-factorial approach. Has the shift to hybrid working shifted the ICP?
• On-going qualification of prospects against ICP
• Sales Plans – and core components planning for success
• Pipeline Management and the use of CRM – monitoring performance, gap analysis, adapting strategy and activity, task management etc.

Learning objectives

• Build an understanding of the importance of sales processes and planning as essential platforms for successful sales outcomes
• Understand the importance of creating and understanding an accurate Ideal Client Profile both for sales outcomes and client retention and profitability
• Understand the importance of SMART team and individual sales plan to ensure delivery on sales strategy and targets
• The importance of MI/CRM and on-going pipeline management to successful sales outcomes

About the Speaker

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a widely qualified professional coach and trainer. Nick is an Economics graduate with over 25 years corporate insurance broking experience. He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.
In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. He is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.
Nick has worked in a self-employed capacity in training, coaching, and consulting since 2017, including as a specialist adviser in Insurance sector M&A (Mergers & Acquisitions) sector. He set up Nick Thomas & Associates in 2020 in response to demand from his industry network for training solutions designed and delivered by people with a background of working in the industry.

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