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Strategic Sales Masterclass, The

Sales role in shaping business strategy

Course Ref: 0177  | CPD Hours: 35  | Price: £ 3495(exc. VAT)  | Member Price: £ 3145.50(exc. VAT)

5 day residential course – price includes full board, tuition and materials.
This course comprises two separate modules. Module one commences on Tuesday evening at 1700 hrs (see start date below), and lasts for three full days ending on Friday at 1600 hrs. Module two lasts for two full days finishing on the end date below.

We can also train a group, or customise a training course to your specific needs, please email us for further information.

The main challenge facing many organisations today is how to ensure their activities are customer focused and their strategy externally driven. Sales professionals in senior roles play their part in achieving this in the face of time and resource pressures and this programme gives the opportunity to share ideas in a non-competitive environment as well as receive individual mentoring to help them apply ideas back in the workplace.

Today’s changing business environment drives the continual search for competitive advantage and this masterclass is designed to provide delegates with the knowledge, tools and techniques to achieve this through effective application from a sales perspective.

This masterclass is designed to extract experienced and senior managers from their day-to-day operating environment to refresh thinking and generate new ideas to enhance their performance and transfer to their team.
The ‘split’ nature of the programme allows participants to reflect on experiences and learning from the first module, before returning to address the specific strategic challenges facing their own organisation in the second module. Following the programme, participants have the option of utilising individual mentoring which ensures that learning is focused directly into the organisation.

This masterclass provides an opportunity to benchmark your thinking and reflect on new approaches. Traditional strategic logic and toolkits are married with relevant, contemporary case examples for maximum impact. The non-competitive, shared-learning environment is a balance of traditional ‘delivery’ from a highly-experienced consultant practitioner, with ‘clinic’ sessions, group activities and social learning amongst peers. It will enable you to ask if what you are currently doing is right - and how others approach similar challenges or processes in different contexts.

• Write the sales section of your strategic business plan, and write operational sales plans
• Utilise clear planning structures and understand how to use effective tools to ensure customer focused decision making and return on investment in sales is maximised and measured
• Assess your organisation’s use of sales from a strategic perspective and make constructive recommendations to maximise ‘business’ benefits from a customer orientation
• Have an in-depth understanding of a customer-focused planning process and be able to map your organisation’s decision-making against this
• Use key tools and techniques to ensure planning is externally focused
• Recognise barriers to high-performance organisations and be able to recommend practical steps to overcome these in a variety of scenarios
• Appreciate the critical importance of control and be able to recommend a range of both qualitative and quantitative control metrics

• Sales’ role in organisations today
• Contemporary issues impacting on sales decisions
• o Satisfying multiple stakeholders
• o Making a business case for investment
• o Identifying contemporary issues facing your organisation and your team
• Analysis with insight
• o External analysis
• o Internal analysis
• o Using analysis to business and sales advantage
• Making strategic choices
• Implications of strategic choices
• o Options for growth
• o Strategic sales decisions
• o Relationships with other parts of the business
• Clinic sessions

•  A ‘toolkit’ of models to use in the workplace to help with sales planning
•  Course related textbook on ‘Key Management Models’
•  Two hours of individual telephone or email mentoring between the two stages    of the course

Senior sales or key account managers with strategic responsibility and those developing into senior organisational roles.

Manager/Senior

All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.

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