Sales and MarketingCustomer Relationship Management and Sales Operations
Sales systems are bought to give management visibility and are experienced by salespeople as administration, which is why the data in them is incomplete and the forecast built on it is wrong. This course addresses that. Delegates work through the pipeline stages and definitions that make a forecast comparable across a team, data capture designed around what a salesperson will actually do, and lead management from capture through qualification to handover. Territory, quota and account assignment in the system are covered. Reporting and dashboards that answer management questions follow. Integration with marketing and service is addressed. The course closes on adoption, on the incentives that produce clean data, and on what to do with a system nobody uses.
Course objectives
- Define pipeline stages so a forecast is comparable across the team
- Design data capture around what salespeople will actually do
- Manage leads from capture through qualification to handover
- Configure territory, quota and account assignment
- Build reporting that answers management questions
- Integrate with marketing and service functions
- Drive adoption and recover a system nobody uses
Who should attend
- Sales operations and enablement staff
- Sales managers and directors
- Marketing staff handing leads to sales
- System administrators supporting sales platforms
- Business owners implementing a sales system
Course outline
- 01Visibility for management, administration for sellers
- 02Pipeline stages and definitions
- 03Data capture people will actually complete
- 04Lead management and qualification
- 05Territory, quota and assignment
- 06Reporting and dashboards
- 07Integration with marketing and service
- 08Adoption, incentives and recovering a failed system
Scheduled sessions
| Dates | Venue | Format | Price | Register |
|---|---|---|---|---|
| 26 to 28 October 2026 | Lagos, Nigeria | Classroom | USD 995 per delegate | Register Now |
| 2 to 4 November 2026 | Online | Online | R6,500 per delegate | Register Now |
| 6 to 8 January 2027 | Cape Town, South Africa | Classroom | R14,950 per delegate | Register Now |