Know exactly which prospects are going to buy and which ones are wasting your time

Forecasting has never been an exact science; until now.

It is however a necessary, and occasionally painful, part of Sales Management; relying on your team to deliver accurate predictions. It rarely goes to plan and there is bound to be some wiggle-room between your projections and your actual figures; how much determines whether your forecasts are treated with disdain or credibility.

Since sales leaders can’t use a crystal ball to predict the future, they are left either analysing historical data to anticipate future sales or relying on forecasts from their sales team. This often becomes problematic when sellers confuse ‘Optimistic Expectations’ with ‘Realistic Forecasts’. The more accurate the data you receive from your team, the more accurate it will be when you need it.

Unique to Clozemore, the latest S.P.O.R.T.S.M.A.N. forecasting model is an invaluable tool for managers and sellers to take control and improve forecasting accuracy and confidence.

It will:

  • Accurately measure and improve the probability of successful outcomes
  • Create a simple common language among sales teams that everybody understands
  • Significantly improve productivity by weeding out the dogs present on every prospect list
  • Allow sellers to forecast with confidence and know how to progress deals towards conclusion
  • Create specific action plans for each and every deal that drive business forward

The S.P.O.R.T.S.M.A.N. process places each and every ‘Buyer’s Journey’ under a microscope and produces precise analysis that will drive predictable outcomes that improve performance. It can be delivered in a half-day session to teams of up to 12 delegates who are invited to bring along live deals and prospects to put it to the test.


Having the right mindset is a prerequisite for every successful sales person.  Highlighting specific areas to focus on encourages them to improve; every topic from this list has scope for improvements.

  • Focused
  • Calm & Collected
  • Positive
  • Dependable
  • Target-driven
  • Mature
  • Observant
  • Relaxed
  • Confident


Skillset is limited only by the desire to learn. Delegates benefit from guidance and direct coaching in several areas of this non-exhaustive list which encourages small adjustments to behaviour and outlook.

  • Questioning & Listening
  • Objection handling
  • Telephone skills
  • Rapport
  • Body language & Personality types
  • Focus on benefits
  • ‘Buyer’s Journey’
  • Knowing when to close
  • Empathy & tact


Understanding that the buyer’s DNA follows a certain process is vital in today’s battle for attention.  Deviation from structure by ‘pushing’ at inappropriate times rarely wins complex sales.

  • Call planning
  • Preparation
  • Objectives
  • Rapport
  • Question time
  • Listening time
  • Selling benefits
  • Solutions when appropriate
  • Gaining commitment