Producing Value is an innovative experiential learning program that helps sales professionals, their team members, and their managers create powerful, analytical, and action-packed plans to manage both straightforward and complex sales opportunities from inception through commitment. Incorporating many of the principles of the other SALES MASTERYprograms, Producing Value creates awareness of and skill in applying the seven best strategic practices sales professionals can leverage to ensure their opportunity plans produce winning results.

Sales professionals and their colleagues learn to use a comprehensive opportunity planning, analysis, and reporting tool that creates common language, clear communications, and alignment throughout the evolution of the sales cycle and at all levels of the sales organization. This tool is available as a paper-based kit or a powerful Web-based application. Managers are prepared before the workshop to perform their normal coaching role during the training. They are also prepared to help their teams implement the process and principles back in the field after the workshop through strategic coaching and regular account reviews.

Producing Value helps salespeople: