SalesWays Brazil is conducting their second OPM Sales Methodology Workshop on May 25, 2010 from 9:30 to 5:30 pm.

2nd Open Workshop – “Opportunity Portfolio Management”

What makes the difference between success and mediocrity: gaining extensive knowledge about your products or the mere acquisition of the best CRM on the market? No, today you need more than just product knowledge and customer information.

To guarantee success you must be able to derive maximum value from your portfolio of opportunities. Success in sales depends on a rediscovery of the fundamentals of selling.

Do not miss the date is 05/25/2010, 09:30 to 17:30.

- SalesWays Brazil Team

For more information, visit SalesWays Brazil

The objective of the Opportunity Portfolio Management sales methodology is to unlock the potential in the overall portfolio of sales opportunities. To do this, each opportunity must be valued; once a value is established, salespeople can correctly apply their resources, most importantly their time. The most valued opportunities will be those most likely to be won, given appropriate attention. This caveat is important!

At first glance, valuing a sales opportunity may seem straightforward, but it isn’t. Putting effort into a one million-dollar deal at the expense of a twenty thousand dollar deal may not be the best way to go. There are many important factors other than dollar value that can, and do, come into play.

The attention given to one sale might be at the expense of something else, because there is only so much time to go around. The ability to administer sufficient attention to each opportunity is the only way for the salesperson to get the best out of their portfolio. Some opportunities may need a lot of attention, and others, hardly any.

If you are not valuing your opportunities properly, and therefore investing your efforts optimally, you could be losing out overall.

Will technology ever make the salesperson obsolete? In short, absolutely not.

This is a common refrain at every step in technological advancement. Back in the late 1990s, there were whispers of how Internet technology would remove the salesperson from the transaction between buyer and seller. Now, over a decade later, we know that is not the case.

For the buyer, Internet technology allows them to conduct research on their own (with popular and trusted review websites like CNET, and Consumer Reports), and go through early phases of their buying cycle without contacting any vendors.

But technology also plays a big role in helping the salesperson achieve their goals. Advances in technology help salespeople reach prospective customers better, and provide the tools to manage a salesperson’s day-to-day workload.

Technology is neither the buyer, nor the salesperson’s enemy; it facilitates both the buying and selling process. In fact, technology is even right at the core of what we do here at SalesWays. The sales tools we develop at SalesWays allow salespeople to expand their opportunity portfolio, driving up overall value, and bringing them the results they are looking for.

So, technology is not going to replace the salesperson or leave them behind; for those adopting the best tools, technology will propel them even further toward their goals.