Strategic Sales Management

This challenging course will help you develop exceptional all-around business skills.

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. As their leader you are responsible for setting the strategy, culture, structure, roles and results required. you must be a strong leader, responsive motivator, efficient organiser, accurate forecaster, numerate budgeter, inspired speaker and a successful salesperson.

This challenging course will help you develop exceptional all-around business skills.

You will leave this course able to:

  • Analyse the performance of your salespeople
  • Analyse your sales channels and market strategy
  • Analyse the market and increase your share
  • Develop your sales managers and sales team
  • Recruit high-quality salespeople
  • Improve your team’s success
  • Handle both performance and attitude issues arising within your team
  • Assess the impact of your strategic sales financial decisions on your overall budget


This course will cover the following key topics:

Sales management styles and salesperson performance categories

  • The role and objectives of the sales manager
  • Key activities and time allocation
  • Key issues facing today’s professional sales manager
  • The different Sales Management Styles and their advantages and disadvantages
  • How to adapt your natural style when necessary

Key performance indicators

  • What are KPI’s
  • How to identify the most important ones
  • The best way to use them

Sales team motivation

  • What motivates people
  • The role of money as a motivator
  • Different motivational techniques

Strategic business development

  • The shape of your business
  • The total market opportunity
  • Customer portfolio matrix
  • Analysis of sales channels and route to market

Financial principles, pricing and budget modelling

  • Key financial principles
  • Pricing models
  • Budget models
  • “What if” modelling

Recruitment and selection

  • The correct selection process
  • How to create a good person specification
  • How to plan and run selection interviews

Coaching and mentoring

  • The coaching process
  • Field accompaniment
  • Principles of giving feedback

Performance management and counselling

  • Setting performance standards
  • Appraising performance standards
  • Talent development



With offices in 45 countries and the ability to deliver in 35 languages. Fill out the form and learn with us today!
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