• Develop the role of CSO (Chief Sales Officer) in your organization
• Position the sales team as a major component of your firm's brand equity
• Gain tools to understand the financial components of sales profitability
• Identify and direct selling and service resources with the Account Portfolio
• Receive the book, Be Your Own Sales Manager, by John Monoky, Tony Alessandra and Jim Cathcart

Who Should Attend Strategies in Sales Management

The Strategies in Sales Management program is designed for experienced marketing managers, sales managers and other executives associated with developing and evaluating sales operations. Recent participant titles have included president, vice president of sales/service, general manager, director of sales/service, director of business development, national sales manager, district/regional sales manager, area sales manager, and global key account manager.

The successful sales manager has discovered that integrating the sales function with the company's strategic planning increases productivity and maximizes profits. The principles for developing a strategically oriented sales plan presented in the Strategies in Sales Management program are proven to improve sales performance in corporations of all sizes.

• Highly interactive discussions
• Exceptional reference workbook
• Pragmatic—not theoretical
• Process orientation is applicable to industrial or consumer industries, profit or non-profit companies, product or service providers

The Strategic Perspective

• Understanding the strategies of sales management and the intent of your firm
• Models and tools used in strategic sales planning
• The impact of "street smarts" for efficient sales and marketing management strategy

The Sales Organization as a Brand

• Developing sales team satisfaction measures
• Measuring customer service gaps
• Measuring the value of "value-added"

Financial Aspects of Sales Management

• Measuring the profitability of market segments and customers
• Financial benchmarking of your sales organization

Understanding Buying Behavior

• Purchasing models
• The one-to-one environment
• Organizational buying
• Selling through distribution

Programming Sales Performance

• Sales leadership behavioral competencies
• Sizing the sales team
• The hiring/training trade off

Building and Managing the Account Portfolio

• Initiating systems to identify key, target, maintenance, and "why bother" accounts
• Developing appropriate strategies in sales management for each customer category
• Building internal systems to support the value proposition
• Allocating selling resources for maximum ROI

The Sales and Marketing Strategy Plan

• The sales and marketing strategy interface
• The purpose of the market plan: "Focus and Own"
• Understanding the market: Segmentation analysis tool
• Developing the go-to-market strategy

Structuring the Sales Team

• The drivers of sales success
• The "Balanced Sales Team:" roles and functions
• Structural criteria: effectiveness, efficiency, and flexibility
• Understanding selling process models for value creation: transactional, consultative, and enterprise
• Owning or renting the sales channel

The Seller's Planning Responsibility

• Sales and marketing strategy plans at the territory level
• Key account plans
• Tools to facilitate: Sales Force Automation (SFA) and Customer Retention Management (CRM)

The Sales Team Audit

• Issues in a turbulent economy
• Barriers to success and strategies to overcome them

The program fee includes tuition, instructional materials, hotel accommodations, continental breakfast, lunch, coffee breaks each day, and selected dinners. Fee is payable in advance in US dollars and is subject to change. See our Cancellation, Transfer and Substitution Policy