Strategic Sales Management
The onus of creating and executing a sales strategy lies in the top sales leadership team. If the strategy of the sales organisation is aligned to the larger organisation, it breeds a type of effectiveness that would make the competition envious. However, the execution of the strategy becomes the crucial differentiator causing you to lead or lag in your marketplace or win or lose in your profits/profitability. The management of the components of execution is done via several structures, methods and management systems which needs a different level of sales capability.
GrowthSqapes’ solution on Strategic Sales Management challenges some established norms and encourages the sales leaders to try new approaches to attain high performance from the sales team members and build a strong sales performance culture in the organisation.
Objectives
- Build and drive a specific and unique sales performance culture in the sales organisation.
- Align and integrate the sales plans into the corporate strategy of the organisation.
- Create a competitive advantage via the deployment of effective sales strategy and management.
- Increase the efficiency and performance of the sales leadership team via structures, methods and management systems.
Who Should Attend?
Senior sales professionals including business development managers, program managers, key account managers, channel managers, sales and commercial directors in B2B and B2C sales.
Key Learning for Participants
- Learn to do intelligence analysis in the sales planning and management process.
- Learn to integrate the sales planning process into the corporate strategy of the company.
- Understand and apply models and frameworks to support sales planning and execution.
- Explore techniques for communicating more effectively, training and coaching as a sales leader.
Business Impact for Organization
- Improved competitiveness, increased profitability and reduced costs.
- Creation and management of a sales strategy that acts as a differentiator in the market.
- Creation of a motivated and accountable sales organization.
- Better business impact via improved outcomes of strategic sales management practices.
Design Elements
Delivery Elements
