Strategic Sales Management
Course
In London
Description
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Type
Course
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Location
London
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Duration
3 Days
This challenging course will help you develop exceptional all round business skills. Suitable for: Experienced, newly appointed or potential sales managers or those responsible for the overall performance of the sales team. This course is of equal benefit to those who may not manage a sales team but require a broad appreciation of sales management.
Important information
Documents
- Customer Information Sheet
Facilities
Location
Start date
Start date
Reviews
Teachers and trainers (5)
Martin Dodds
Trainer
ACIB Martin specialises in sales management and management training as well as presentation skills and negotiation. As a qualified banker he was previously responsible for selling financial services. Martin works closely with a number of multinational companies both in the UK and internationally.
Nick Washington-Jones
Trainer
Nick focuses on key sales, sales management skills and process training together with motivational programmes. He strives to achieve true behavioural change through a change management approach as opposed to training for training’s sake. He has over 20 years experience in sales and is TACK's Managing Director.
Philip Foster
Trainer
BA (Econ), MA, MBA Philip specialises in strategic and global account management, training senior account and sales managers and is a licenced user of both the Myers Briggs Type Indicator and the PinPoint facilitation technique. His extensive global experience includes many business sectors including telecoms, logistics, computer components, tanker shipping and aerospace.
Simon Broom
Trainer
BA ANLP Simon specialises in the full range of interpersonal and business skills required for selling and managing sales operations. He has served at board level in an executive and non executive capacity for a technology company and has a background in the creative and media industries.
Simon Cooper
Trainer
BCom Simon specialises in sales, key accounts, sales management, negotiation and relationship management training. His work and industry experience includes sales, key accounts and sales management in the motor industry and vehicle financial sector. Simon has extensive experience of training internationally and in developing key accounts.
Course programme
Profitable Sales Management
Direct a winning team
Business need
With strategic sales management responsibilities you must be a strong leader, responsive motivator, efficient organiser, accurate forecaster, numerate budgeter, inspired speaker, whilst being a successful salesperson!
High Spots
- The Business Project – this enjoyable and challenging exercise combines competition, fun and the practical application of financial and marketing principles learnt during the programme
- The TACK Leadership Profile – during this enlightening exercise you’ll find out how you are perceived by others and how you can change that perception if you want to
Key Learning Points
- Analyse the performance of your salespeople – along with your management response to individual development needs
- Analyse your sales channels and market strategy – optimise your resources by utilising the correct channel from lead generation to strategic account management
- Analyse the market and increase your share – by using the concepts of Total Market Opportunity and the Customer Portfolio Matrix
- Develop your sales managers and sales team – through
performance management and coaching - Recruit high quality salespeople – and keep them!
- Improve your team’s success – by motivating every member
- Devise your strategy and tactics to address the complex issues surrounding remote management
- Assess the impact of your strategic price and budget decisions on the overall corporate budget – the affect on cash flow, profit and ROI
Strategic Sales Management