Strategic Sales Management

Direct a winning team

Business benefit

As a strategic sales manager responsible for setting the strategy, culture, structure, roles and results required from the sales function within your organisation, you must possess a variety of knowledge, skills and competencies.  You need to be a strong leader, responsive motivator, efficient organiser, accurate forecaster, numerate budgeter, inspired speaker and a successful salesperson!

Your organisation’s sales team is a powerful entity.  It is the face of your business, able to make or break customer relationships and business reputations.  Your sales managers and sales team need to be focused, directed, energised and motivated. 

This highly practical programme gives a wealth of ideas for achieving success within the sales function.  The programme is ideal for both the development of your sales team and your business with specific emphasis on the key skills of personnel development including coaching, counselling and motivation whilst also covering strategic business development, market strategy, recruitment and financial understanding including the critical area of budgeting.

This challenging course will help you develop exceptional all round business skills and help you move from sales manager to inspirational sales leader.

Target audience

The programme is designed for experienced, newly appointed or potential sales managers, as well as those who require a broad appreciation of strategic sales management.

High spots

·       A formula for successful recruitment will help you adopt a practical process for planning future  recruitment programmes – from interviewing and selection, to induction and on-going development

·       An exercise to analyse the shape of your business including market mix, product portfolio and business results will help focus your sales strategy

·       You’ll take away spread sheet models which are indispensible in assessing the impact of your strategic sales decisions – including pricing

Key learning points & outcomes

You will leave the course able to:

·       Recruit high quality salespeople and managers

·       Develop your sales managers and sales team

·       Analyse the performance of your team members

·       Handle both performance and mind-set issues arising within your team

·       Improve your team’s success

·       Analyse your sales channels and market strategy

·       Analyse the market and increase your share

·       Assess the impact of your strategic sales decisions on finances and your overall budget