CPD WEBINAR- Sales processes, planning and pipeline management – ‘hope is not a strategy’

There are many factors that can contribute to successful sales outcomes. We often think that top salespeople are successful because of their confidence and ease when in meetings or presentations, their ability to communicate, articulate, influence and persuade. However, research shows that good planning and processes are key to successful sales outcomes. This session with Nick Thomas shows you how. All IICG members across the GI and PFS platforms are welcome and it will appeal to all.

Content and 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 remote working and trading shifted the ICP?
• Ongoing 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 ongoing pipeline management to successful sales outcomes

Our Speaker

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a 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. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.

In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates

Housekeeping

This webinar will be recorded for distribution only to those who have booked.

The Zoom link for members to join the session will be sent out 48 hours beforehand. Please do not share the link. Please direct any questions to Education Lead simon.mcgill@ecclesiastical.com