What is Sales Opportunity Management?

There are many issues salespeople need to consider when navigating a complex sale - price pressure, competition, procurement practices and incumbent suppliers - to name but a few. These issues often lead to longer and more complicated sales cycles.

The Sales Opportunity Management programme gives salespeople the insights, techniques and strategies to deal with larger and more complex sales. The most skilled sellers understand that a longer or more complex sale brings with it the opportunity to establish relationships that live on beyond a single sales cycle and into the next.

Why choose Sales Opportunity Management?

Increase sales revenue
Increase sales revenue
Develop strategies to produce a significant increase in sales revenue and profitability
Influence key decision makers
Influence key decision makers

Gain an understanding of how to influence the key customers involved in the decision-making process

Influence decision criteria
Influence decision criteria

Understand how to influence their decision criteria in your favour

Develop an opportunity plan
Develop an opportunity plan
Learn where you are in the opportunity, plan what to do next and develop the tactics to do it
Analyse your competitors
Analyse your competitors
Learn how to analyse the competition and strengthen your position against them
Avoid lost sales opportunities
Avoid lost sales opportunities
Understand the methods for preventing losses late in the sales cycle

Increase sales revenue

Develop strategies to produce a significant increase in sales revenue and profitability

Influence key decision makers

Gain an understanding of how to influence the key customers involved in the decision-making process

Influence decision criteria

Understand how to influence their decision criteria in your favour

Develop an opportunity plan

Learn where you are in the opportunity, plan what to do next and develop the tactics to do it

Analyse your competitors

Learn how to analyse the competition and strengthen your position against them

Avoid lost sales opportunities

Understand the methods for preventing losses late in the sales cycle

Sales training on an international scale

SPIN Selling

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Countries

SPIN Coaching

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Expert trainers

SPIN Marketing

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Languages

Operation Management

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Years' experience

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Solve your biggest sales opportunity challenges

Get to the right people

Mapping out the decision-making unit will show you who to speak with, in what order and about what issues.

Create a robust win strategy

Understand the psychology of customer needs, demonstrate a proactive win strategy and be better prepared to handle the competition.

Win the competitive evaluation game

Understand how customers evaluate competitive offerings and how you can influence their decision guidelines in your favour.

Map your path to closing

Gain the ability to record and describe progress in the opportunity with clear objectives around what to do next and develop tactics to do it.

Beat competition with strategic analysis

Come away with the tools for analysing and handling the competition by maximising your differentiators and minimising theirs.

Make your solution the clear winner

Fully understand the psychology of complex buying behaviour and how to influence decision criteria in your favour.

Develop my training plan

What our customers say

Read our case studies
Read our case studies

Learning in a way that suits your organisation

In person

Live in-person training sessions remove desk distractions and immerse teams in high-impact learning environments that offer:

  • Deep engagement and focus
  • Real-time practice and live feedback from expert facilitators 
  • Stronger team cohesion that extends beyond the classroom

Virtual

Live virtual training coupled with digital learning via our collaborative platform offers flexible, interactive learning, with:

  • Virtual breakout rooms, live debates and real-time mentoring
  • On-the-job application between sessions
  • Inclusive and scalable learning across locations

Digital

Learning via a digital platform allows participants to learn at their own pace without the need for group sessions, so offers:

  • Learner-centric flexibility aligned with energy and schedules
  • Sustainable behaviour change
  • Cost effective solution that can scale easily for larger teams
Develop my training plan

Ready to close more complex deals?

Speak with our experts to develop your training plan.
Book a consultation

See more courses in our academy

With 50 years' research guiding our understanding of consumer behaviour, our Academy has evolved beyond traditional sales. Discover our comprehensive range of courses below.

SPIN Coaching

SPIN Selling

Generate more sales and reach higher levels of customer satisfaction

View course
SPIN Marketing

SPIN Marketing

Develop persuasive messaging aligned with collateral and build value for your customers

View course
Complex Negotiation

Complex Negotiation

Learn proven techniques that deliver measurable results in real-world complex scenarios

View course

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Our training approach

Anyone can learn sales theory and techniques. But what good is that when it stays behind in the classroom. At Huthwaite, we’re focused on changing the behaviour of your team, so you see the results from the very beginning. This is the Huthwaite approach.

Acquire knowledge

Acquire knowledge

We start with knowledge acquisition, where participants access behavioural insights via eLearning and asynchronous activities on our collaborative platform.

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Acquire knowledge

Skills and practice

Skills and practice

Participants begin to apply and practice their skills development. The time and safe practice spaces are built into the learning journey, so they feel confident and supported.

Find out more
Skills and practice

Workplace transfer

Workplace transfer

Learners continue development through formal tasks and on-demand resources, sharing reflections with peers or progressing independently. Coaches can play a key role in supporting this skill transfer.

Find out more
Workplace transfer
Developing profitable client relationships whitepaper

Download Developing Profitable Client Relationships to learn:
  • How to ensure long-term business with existing customers
  • why you should keep sales involved after the business has been won
  • the key to unlocking future opportunities.
Download

Frequently asked
questions

If you have a question about Sales Opportunity Management or to find out how you can use it to build stronger customer relationships get in touch. We’d be delighted to hear from you.

Get in touch

What is Sales Opportunity Management?

Sales Opportunity Management is a training programme that gives salespeople the insights, techniques, and strategies to deal with larger and more complex sales. The programme focuses on helping sales professionals navigate the journey customers make when arriving at major buying decisions, enabling them to build stronger customer relationships and win more business.

Who is the programme designed for?

This programme is designed for salespeople who deal with complex sales cycles, particularly those involving longer sales processes, multiple decision-makers, and intense competitive activity. It's ideal for account managers, business development professionals, and sales teams who need to navigate sophisticated decision-making environments.

How does this help me handle complex sales?

The most skilful sellers understand that a longer or more complex sale brings the opportunity to establish relationships that live on beyond a single sales cycle and into the next. The programme teaches you to map out the decision-making unit, showing you who to speak with, in what order, and about what issues. This systematic approach helps you navigate complexity with confidence.

Is Sales Opportunity Management based on research?

Yes. Huthwaite's sales, negotiation, and communication methodologies are the most researched and validated in the world. The Sales Opportunity Management methodology is backed by ongoing scientific research and continues to evolve as customer behaviour changes, ensuring it remains relevant and effective.

What makes this programme particularly effective for longer sales cycles?

The programme gives salespeople the correct mix of skills, processes, and tools to build better customer relationships and win more business opportunities when the complex sale cycle is longer. It recognises that longer sales cycles present unique challenges but also opportunities to develop lasting relationships, and equips participants with strategies specifically designed for these situations.

Is Sales Opportunity Management delivered internationally?

Yes. Huthwaite teaches best-practice sales behaviours to leading organisations across the globe. The programme is delivered truly internationally, accounting for different business cultures and environments.