Sales and Customer Success
B2B Sales Strategy
Win complex business deals. Master account planning, stakeholder mapping, and long-cycle strategies for B2B selling.
USD 59
Sales Analytics and Forecasting
Turn CRM data into clean metrics, reliable forecasts and focused coaching actions using a spreadsheet.
About this course
Stop guessing and start predicting. This course turns your CRM data into reliable forecasts and coaching insights, giving sales leaders the numbers they need to hit targets consistently.
What you will learn
- Identify the drivers that predict revenue and track leading as well as lagging indicators
- Build and clean a sales dataset and avoid common traps in CRM reports
- Analyse funnel conversion, win/loss patterns, deal velocity and pipeline cohorts
- Produce stage-weighted, commit-based and trend-based forecasts and compare them
- Build best, base and worst case scenarios and present forecasts clearly to leadership
- Design a sales leader dashboard and turn metrics into targeted coaching plans
Curriculum
Module 1Sales Data Foundations4 lessons
- 1The Metrics That Actually Predict Revenue Free preview
- 2Activity, Pipeline and Outcome Metrics
- 3Building a Clean Sales Dataset
- 4Common Data Traps in CRM Reports
- QModule quiz (4 questions)
Module 2Analysing Performance4 lessons
- 5Conversion Rates Across the Funnel
- 6Win/Loss and Deal Velocity Analysis
- 7Cohort Views of Pipeline Health
- 8Segmenting Performance by Rep and Region
- QModule quiz (4 questions)
Module 3Forecasting Methods4 lessons
- 9Stage-Weighted vs Commit-Based Forecasts
- 10Trend and Run-Rate Techniques
- 11Scenario Planning for Best/Worst Case
- 12Communicating Forecasts to Leadership
- QModule quiz (4 questions)
Module 4Dashboards and Action3 lessons
- 13Designing a Sales Leader Dashboard
- 14From Insight to Coaching Action
- 15Course Project: Build a Forecast Model
- QModule quiz (4 questions)
PFinal project: Build a Forecast Model
Who this course is for
- Sales managers and team leaders who need reliable numbers to plan and coach
- Sales operations, analysts and administrators who prepare reports and forecasts
- Business owners who want to understand and predict their sales results
Requirements
- A computer with Microsoft Excel or Google Sheets
- Basic spreadsheet skills such as entering formulas, sorting and filtering
- Access to sales data from a CRM is helpful; sample data can be created for the exercises
What is included
Written lessons
15 lessons, each with a practical exercise and key points to remember.
Module quizzes
A short quiz at the end of each module. Pass mark 70%, and you can retake it.
Final project
Build a Forecast Model. A practical brief with steps and a way to check your own work.
Certificate
A certificate of completion from EMFAD Courses with a unique code anyone can verify.
How the certificate works
Complete every lesson and pass every module quiz with 70% or more. Your certificate then appears in your learner area, ready to print or save as PDF. It shows your name, the course title, the completion date and a unique code. It is a certificate of completion from EMFAD Courses, not an accredited qualification.
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