One of the main reasons most new approaches or ideas fail in the sales world is that they are seldom followed up or reinforced. Much of the sales training available today is of the "feel good" variety in that it feels great in class but once back in the field, it's business as usual.

The High Stakes Management Workshop is designed to show managers how to reinforce the concepts and ideas contained in the High Stakes Selling program. The focus of this workshop is on coaching the sales team to find, play and win higher-stakes games while at the same time monitoring the use of scarce sales resources - including senior executives, evaluation equipment, custom services and discounts.

The High Stakes Management Workshop provides sales organizations with tools they can use to select the best players for their sales teams, track progress in the customer's buying process and calculate the odds of winning the business. The High Stakes process also provides an effective mechanism for channel management and partner relations.

Management topics discussed in this workshop are:

• Game Selection - investing in the right opportunities
• Resource management - controlling the sales chips
• Team creation - selecting the right internal and external players
• Figuring the odds - forecasting
• Game tracking - monitoring activity and results
• Payback analysis - following up the sale