Sales Planning, Forecasting & Pipeline Management Training Course

Course Overview

Learning Objectives

• Analyse the key components of effective sales planning and their relationship to business objectives.
• Develop sales plans aligned with market conditions, customer opportunities, resources, and financial targets.
• Establish sales targets, quotas, and territories based on market potential and organisational capacity.
• Build and manage a structured, measurable sales pipeline.
• Evaluate opportunity quality and closing probability using defined qualification criteria.
• Apply advanced approaches to sales and revenue forecasting.
• Analyse sales gaps and identify the causes of performance deviations.
• Use pipeline data to support resource allocation and commercial prioritisation.
• Identify opportunity risks and late-stage deal risks and determine appropriate responses.
• Apply alternative sales scenarios to assess the impact of changes in conversion rates and pipeline volume.
• Develop performance indicators for sales planning, forecasting, and pipeline management.
• Improve forecast accuracy through effective governance, regular reviews, and data quality management.

Who Should Attend

Learning Outcomes

• Build an integrated sales plan aligned with commercial and financial objectives.
• Establish measurable sales targets, quotas, and territory priorities.
• Design an effective sales pipeline structure and opportunity classification system.
• Evaluate opportunities according to stage, value, quality, and closing probability.
• Analyse pipeline movement and identify stalled or underperforming opportunities.
• Produce sales forecasts using opportunity data and historical performance.
• Compare forecasts with actual results and diagnose performance variances.
• Use pipeline metrics to evaluate coverage, velocity, conversion, and opportunity quality.
• Identify high-risk opportunities and implement early corrective actions.
• Develop alternative sales scenarios to support commercial decision-making.
• Establish structured pipeline review processes and improve opportunity data quality.
• Prepare executive sales reports covering current performance, forecast, gaps, risks, and required actions.

Course Outline