Strategic Sales Management Program

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Overview

Strategic sales management programs are crucial in creating value and profits for organisations beyond the short term. As a function it has become an increasingly important and complex topic for top managers. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources to ensure growth and recognition of customer power that requires a strategic, not a tactical response.

This requires a different type of sales and business development planning with an eye on potential markets and customers. The right team need to be energised and committed to achieve the results required, so recruiting the best people is an imperative as well as ensuring their performance measures are met.

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High Spots

Analyse measures and assess viable solutions for a sales-control team analysis
Increase and uplift commitment, energy and drive by team members to the sales process by 10 – 15%
Develop a customer portfolio strategic matrix
Determine which mix of channels will optimise route to market and business opportunities
Calculate a cost behaviour and break-even grid and work on the 5 profitability objectives

Recruit high-quality salespeople and managers
Develop your sales managers & team for sales management programs
Handle both performance and mindset issues arising within your team
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

Key Topics

Related Solutions

Profitable Sales Management

Field Sales Managers must generate revenue and profit through their sales teams. To meet challenging sales targets you must be able to establish Key Performance Indicators for your team and then manage performance. Profitable sales management further develops your skills, enabling you to forecast future sales, plan future operations, introduce change and work with your team to successfully fulfill your role.

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