Helping Clients Succeed® Qualifying Opportunities

How qualified are the opportunities in your pipeline?

Our experience with over 35,000 sales professionals all over the world—in large, medium, and small-sized companies—has revealed three predictable behaviors that most salespeople experience:

  • First is their reluctance to stop pursuing weak opportunities because they’re afraid they won’t hit their quota.
  • Next is their apparent rush to close the deal without taking the time to really understand their client’s needs.
  • Finally, the third behavior is the salesperson’s inability to handle objections and pushbacks effectively.

The results are often over-investing in the wrong people and opportunities, under-investing in the right opportunities, and leaving money on the table by failing to uncover the business issues their clients are really striving for.

The good news is, these behaviors can be replaced with new and effective behaviors

With FranklinCovey’s Helping Clients Succeed: Qualifying Opportunities, sales professionals learn how to widen their relationship footprint into larger and more strategic opportunities while focusing on the right deals and developing the mindsets and skillsets of top performers.

The results are lower cost of sales, increased deal sizes, increased win rates, and delighted customers!

Qualifying Opportunities overview with Craig Christensen.

Course Details

What makes a difference?

In the Sales Leader Base Camp work session, FranklinCovey helps sales leaders be more successful and derive greater personal and professional satisfaction by helping them:

  • Identify breakthrough potential in their teams.
  • Coach to results using G.R.O.W.®, a proven performance improvement methodology.
  • Focus on the important by following a simple and effective time management system.

FranklinCovey assigns a seasoned sales coach to guide each sales leader—we coach the coach. Our sales guides help leaders implement proven processes within their teams and upgrade and model their own sales skills. This greatly leverages and accelerates the performance of the entire sales team.

Move from learning to performance.

  • For 12 weeks after training is completed, sales leaders receive weekly Leader Insights, with information and best practices to support them as they coach their teams to results.
  • Post-training opportunity advancement sessions with a FranklinCovey sales guide accelerate deal progress and boost sales leaders’ deal-coaching expertise.
  • Sales leaders whose teams have participated in FranklinCovey’s Helping Clients Succeed® sales training will coach them on their 12-Week Playbook to support and sustain new learning.

Get started today!

Become more successful at driving measurable growth by learning to identify breakthrough potential in your teams and coach to results.

Reach out using your method of choice and we’ll put you in touch with a Sales Performance expert who will help find out if FranklinCovey’s Sales Leadership Base Camp solution would work for you and your sales organization.

Free Tool

Sales Prioritization Tool

Focus your efforts on the leads with the highest likelihood to result in closed business.

Register for an Event

Helping Clients Succeed—On Demand Webcast

Learn how helping clients succeed can enable your organization to fill pipeline, qualify opportunities, and close more sales.

How to Experience FranklinCovey Content

This course is included in the FranklinCovey All Access Pass®. This pass provides your organization unlimited access to all of our content, whenever and wherever you need it.


Dynamic education and development, available online from any location.


Expert education and development delivered face-to-face.

On Demand

Content available to your people anywhere, any time.

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Pour qui

La formation s’adresse à tout responsable commercial souhaitant réactualiser sa pratique du pilotage des ventes.


1 jour

Modalité et délai d’accès




Formation en distanciel ou en présentiel en intra-entreprise dans les locaux du client. Délai d’accès et de mise en œuvre défini conjointement avec le client


Le prix est défini sur mesure en fonction du nombre de journées de formations et du nombre de participants. A titre indicatif, le prix par jour et par personne peux varier de 300 à 500 Euros/jour/personne.

Méthodes mobilisées

Le méthodes suivantes sont mobilisées pour faciliter l’acquisition des compétences


Pendant la formation

  • Un ensemble de PowerPoint et de vidéos présentant des mises en situation et des études de cas à analyser en sous-groupe
  • Des jeux de rôles
  • Des échanges d’expérience et de partage de bonne pratique en sous-groupe
  • Des outils d’aide à la réflexion
  • Carte pratiques


Après la formation

  • Mise en place d’un plan d’action personnel
  • Accès aux modules e-learning de renforcement des compétences sur la plateforme digital All Access Pass (AAP)
  • Accès aux articles de micro-apprentissage Jhana sur la plateforme digital All Access Pass (AAP)
  • Session de retour d’expérience sur la facilité et/ou difficulté de la mise en œuvre des compétences

Modalités d’évaluation

Évaluation des acquis pédagogiques via un questionnaire en ligne intégrant des mises en situation


Comme la formation se passe au sein des locaux du clients, nous définissons ensemble avec le client les mesure à prendre pour faciliter la participation des personnes en situation de handicap.

Les avis sur la formation


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