Program Objectives
- Develop and Align Sales Strategies: Formulate and implement effective sales strategies that align with overarching business goals to ensure cohesive efforts across the organization.
- Execute Sales Tactics: Master different approaches to sales execution, such as pipeline management, opportunity qualification, and closing techniques, to maximize conversion rates and drive revenue.
- Maximize Key Account Potential: Identify, nurture, and expand relationships with key accounts to maximize their lifetime value and drive sustained revenue growth.
- Optimize Sales Organization Design: Design and optimize the structure of your sales organization by clearly delineating sales roles, defining efficient processes, and fostering a culture of collaboration.
- Lead High-Performing Sales Teams: Develop the leadership skills necessary to inspire, motivate, and empower sales teams to achieve their full potential to allow continuous improvement and innovation.
What You Will Learn
- Corporate Strategy
- Futures Thinking
- Business Model Innovation
- Customer Management
- Sales Forecasting
- Pricing Strategies
- Sales Processes and Productivity
- Digital Marketing
- Sales Force Management
- Sales Leadership
DAY 1: Corporate Strategy: Managing in Times Disruption
DAY 2: Aligning Corporate Strategy with sales execution
DAY 3: Futures Thinking and Strategic Foresight
DAY 4: Business Model Canvas
DAY 5: The Innovator’s Framework and the Kuhn Cycle
DAY 6: Customer Management: Channel Business Planning
DAY 7: Customer Management: Key Account Management
DAY 8: Customer Management: Distributor Planning and Capacity Review
DAY 9: Tools and Techniques in Sales Forecasting
DAY 10: Pricing and Trading Terms Strategies
DAY 11: Sales Processes and Productivity
DAY 12: Sales Negotiation
DAY 13: Technology for Decision-Making
DAY 14: Digital Marketing and Communication Strategies
DAY 15: Managing the sales team to drive sales peak performance
DAY 16: Sales Force Management and Design
DAY 17: Attracting the Right Salesperson in the Team and Behavioral Interview Concepts and Process Preparation and Skill Practice
DAY 18: Day-to-day sales Performance Mentoring and Feedback and Skill Practice and Feedback
DAY 19: Transition to Sales Leadership
DAY 20: Mindset and Traits of an Effective Sales Leader and Sales Leaders Assessment Style using DISC
DAY 21: Situational Styles of Leadership
DAY 22: Coaching for Sales Leaders
DAY 23: The Emotionally Intelligent Leader
DAY 24: Integration and Planning: Action Learning Plan
DAY 25: Integration and Planning: Action Learning Plan
Key Benefits
- Executive-Level Sales Leadership: Cultivate the strategic mindset and decision-making skills essential for leading a high-performing sales organization.
- Data-Driven Sales Optimization: Utilize analytics and insights to identify growth opportunities, improve forecasting accuracy, and optimize resource allocation for maximum impact.
- Organizational Transformation Expertise: Develop the change management and leadership capabilities necessary to drive organizational transformation to ensure alignment with strategic sales goals.
Who Should Attend
This program is designed for senior sales executives, including Chief Sales Officers, Vice Presidents of Sales, Sales Directors, and other sales leaders who are responsible for driving revenue growth, optimizing sales performance, and leading teams in a rapidly changing business environment. Sales and marketing managers who are responsible for revenue growth and profitability will also benefit from this program, along with functional managers who wish to understand the dynamics of business recovery and growth in challenging economic times.
