Course Code: SM-09
Goal: Gain insights into sales and bid performance to refine sales strategies, target high-value opportunities, and optimize customer engagement.

Session Overview

Duration: 1 Hour
Format: Instructor-led (via Microsoft Teams or in-person)
Level: Intermediate to Advanced (Ideal for sales managers, executives, and strategic planners)

Resources Provided:

• Sales vs. Bid Analysis Guide
• KPI Filtering and Trend Analysis Cheat Sheet
• High-Value Customer Identification Template

Learning Objectives

By the end of this session, participants will be able to:

• Distinguish between Sales Analysis and Bid Analysis tools and their purposes.
• Filter, analyze, and interpret trends and key performance indicators (KPIs).
• Identify high-value customers and opportunities for strategic focus.

Session Agenda

SM9.1 Distinguishing Between Sales Analysis and Bid Analysis

• Sales Analysis:
• Focus on revenue generation, close rates, sales velocity.
• Bid Analysis:
• Focus on estimating activity, bid success rates, lost reasons.
• When to use each analysis type depending on business goals.

SM9.2 Filtering and Analyzing Trends and KPIs

• KPI Categories:
• Win/Loss Ratios
• Average Project Value
• Bid-to-Sale Cycle Time
• Opportunity Conversion Rates
• Using dynamic filters:
• By Sales Rep
• By Region
• By Customer Type
• By Time Period
• Trend identification to drive coaching, marketing, and sales focus areas.

SM9.3 Identifying High-Value Customers and Opportunities

• Analyzing customer lifetime value (LTV) and win rates.
• Ranking customers based on:
• Revenue potential
• Close probability
• Strategic market impact
• Prioritizing effort and account management plans based on value tiers.

Hands-On Preview (Optional if time allows)

• Generate a sample Sales Analysis report.
• Run a Bid Analysis for the last quarter.
• Identify top 5 customers and top 5 lost opportunities.

Post-Session Action Items

• Audit current pipelines for overlooked high-value prospects.
• Create a customer tiering report for account-based strategy.
• Integrate Sales and Bid Analysis KPIs into weekly and monthly review cadences.

Note: When scheduling, make sure to include this session code: SM-09

Schedule Your One-to-One Session