Strategic Sales Planning Masterclass

This masterclass is designed to provide delegates with the knowledge, tools and techniques to write the sales section of the business plan and to manage the preparation of effective operational plans to meet organisational sales objectives.

This masterclass provides you with an opportunity to benchmark your thinking and reflect on new approaches to strategy and plans. It will enable you to consider whether what you are currently doing is right and use new frameworks in the planning process.

Your organisation will benefit from new ideas about sales planning and will maximise return on investment in a customer oriented approach to decision making.

This is a strategic level programme for sales directors, senior sales or key account/national account managers with strategic responsibility. It is also suitable for those developing into senior organisational roles and senior managers who take responsibility for the sales force in an organisation, for example, business development directors or operations directors.

• The role of sales in organisations today.
• Contemporary issues impacting on sales decisions.
• Making a business case for investment.
• Identifying the key issues facing your organisation and the sales team.
• Analysis with insight :
• • External analysis.
  • Internal analysis.
  • Using analysis to build business and sales advantage.
• Making strategic choices:
• • Implications of strategic choices.
  • Options for growth.
  • Strategic sales decisions.
• Relationships with other parts of the business.
• Structures for strategic and operational planning.
• Options for implementing the sales strategy.
  

• Traditional ‘delivery’ from a highly-experienced consultant practitioner.
• ‘Clinic’ sessions.
• Group activities.
• Application of models and frameworks to own organisation.
• Social learning among peers (including joint activities with the Strategic Marketing Masterclass delegates where appropriate).