1. Introduction to Sales Strategy

Achieving a Customer-Centric Business Organization

• How all departments today must engage with clients and customers
• Identifying your current interfaces with sales and customer service activities
• Evaluating the strategic sales skills you need to perform better

Components of a Sales Strategy

• What does a comprehensive Sales Strategy look like?
• Sales vs. Marketing – how the functions interface
• Sales Forecasting processes
• Maximizing Sales team structure
• Incentive planning and sales contracting
• Account Management strategy
• Channel Management strategy
• Customer Acquisition strategy
• Customer Retention strategy

Managing Customers as Assets for Higher Sales Returns

• Why is it important?
• Introduction to Customer Portfolio Management
• Customer Segmentation strategy
• Profiting from Customer Buying Behaviour Analysis
• Customer Life cycle Management
• Measuring Customer Lifetime Value and profitability

Workshop:

• Developing a Customer Relationship Management (CRM) Plan for your organization

2. Relating Sales & Finance

Planning Sales Strategy Using Financial Performance Metrics

• How does financial performance impact future sales strategies?
• Meeting Corporate goals vs. Business Unit goals
• Introducing Metrics for success
• Diagnosing stalled sales
• Key sales and financial indicators of an organization’s performance:
  • Shareholder Value
  • Pay back and ROI measures
  • Cost for profit
  • Value of a customer/project
  • Customer profitability
  • Product profitability

Exercises:

• Measuring Sales and Financial Performance

Building a Business Case to Support Sales Projects

• How do you transform under-performing sales programs?
• Using the Business Case approach to introduce new ideas
• Steps to preparing an effective Business Case
• Presenting your ideas
• Achieving buy-in from management and staff

3. Preparing a Winning Sales Plan

Creating and Implementing a Strategic Sales Plan

• Using a Sales Planning framework
• Identifying improvement opportunities for your business
• Organizational transformation and training

Group Workshop:

Operationalizing a Strategic Sales Plan

• Team presentation with professional feedback