Strategic Sales Management
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Direct Sales to New Heights
Elevate the performance of your sales team through an up-close examination of core elements of the sales process. Bolster your ability to develop solid sales plans and acquire new frameworks to help your team reach its fullest potential.
- Increase the efficiency and performance of your sales force by exploring diverse structures, methods and management systems.
- Identify areas for improvement.
- Examine strategies to motivate your team, including effective incentive systems.
- Develop an ambitious but realistic sales plan.
The “Strategic Sales Management” program will tackle the following topics:
- Best (and Worst) Practices in Sales Force Management
Examine the most common mistakes in sales force management. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways.
- The Sales Force Organization
Analyze sales force sizing and allocation, as well as the advantages and disadvantages of different sales force architectures and their relationship with specific roles.
- Supervising and Evaluating Your Sales Force
Evaluate the functions of sales supervisor and sales director and gain practical recommendations to improve the supervision of your team.
- Compensating and Motivating Your Team
Assess the core elements of compensation schemes, debate the pros and cons of diverse compensation systems, and discuss motivational tools beyond the monetary aspect.
- The Selling Process
Explore the importance of a methodical design and monitorization of the distinctive phases of the sales process, including complex situations such as large accounts, extended sales cycles and ambiguity with regard to decision makers. Examine the benefits of a consultative approach and strategies to improve sales conversion.
- Sales and Digitalization
Analyze the impact of the digital revolution on the global sales process, including the power of the informed consumer, and CRM tools and services aimed at increasing organizational effectiveness.
Highly dynamic and interactive, the “Strategic Sales Management” program merges a variety of methodologies to foster an optimal learning environment, including the case study method, collaborative lectures and group discussions.