Sales Management can be a complicated process with various tasks and responsibilities laid out for the sales leaders to accomplish. Without a solid plan to guide the efforts of both the leader and the sales team, it can be twice as difficult and stressful.
The bottom line of sales planning is to create a map of strategies and activities that would manage your resources and lead your salespeople to deliver the expected sales results. This program presents valuable planning tools and techniques for sales leaders by helping them:
1. Stop and think in order to reflect on the big picture of the sales environment that they compete in
2. Assess the internal and external challenges and risks that their sales team face in achieving their sales goals
3. Set a clear direction and definition of what they want to accomplish that guide their team's sales performance
4. Learn the basics of applying strategies and tactics to achieve their sales targets
5. Set a good example for their salespeople by creating plans that are both results and activity-oriented
6. Lighten their loads through the use of scenario and contingency planning
Sales Plans are the foundation of good sales initiatives. Effective Sales Planning in a dynamic and constantly changing sales environment is a must. It should be focused on the goal and not treated as a tedious obligation to show top management. Properly done and maximized for its full potential, sales plans will make the sales leaders more confident and determined to achieve their sales goals.
Module 1: Analyzing your Sales Challenges and Driving Forces
A. Planning your Sales Direction
1. The New Mindset on Planning
a. Assessing your Threats, Risks and Urgent Issues
1) Internal Issues
2) External Issues
b. Risk Management vs. Risk Control
c. Traditional Planning vs. Scenario Planning
d. Promoting Effective Participation: Creating a Sense of Ownership and Sense of Urgency in your Sales People
2. Sales Planning: Adapting a Proactive Approach
a. Sales Priorities and Schedules
b. Analyzing Sales Objectives
1) Company Objectives
2) Sales Manager's (OWN) Objectives
3) Salesperson's Objectives
4) Anticipating and Addressing the Issues in Meeting Objectives
B. Elements of Sales Planning
1. Situation Analysis
a. Market Conditions
b. Sales Team Conditions
c. Company Situation
d. Product or Service Situation
2. Sensitivity to Internal and External Forces
a. Internal Champions, Competitors and Blockers
b. Changes in the Competitive Situation
c. Changes in Existing Customers and New Prospects
3. Specifying Goals and Objectives
a. How to Set Motivating Goals for your Sales Team
b. Providing Salespeople the Ability to Negotiate Goals with you
c. Assigning Quotas, Territories and Accounts
4. Developing Action Steps with Timelines
5. Creating Contingency Plans
6. Communicating the Sales Plan
a. The 2-Way Communication System
b. Barriers to Communication
c. Elements of Effective Communication
7. Celebrating the Achievements and Correcting the Shortcomings
Module 2: Planning your Sales Management System
A. Planning your Sales Strategies and Tactics
1. Strategic Plans
a. Clarifying Vision, Mission and Objectives
b. Strategic Direction: Where to Compete
2. Tactical Plans
a. Translating Strategies into Tactical Plans
b. Tactical Direction: How to Compete
B. Elements of Sales Management Systems
1. Sales Management Areas to Systematize
a. Strategic Focus
b. Sales Performance Strengths and Weaknesses
c. Sales Challenges and Opportunities
d. Sales Capabilities and Resources
2. The Common Mistakes in Sales Management
a. Unfocused Sales Structure or System
b. Misdirected Feedforward and Feedback Systems
c. Deficient Training and Learning Opportunities
d. Mismanagement of Time and Resources
3. Specifying Key Activities based on Strategies and Tactics
a. Setting Performance Standards and Measures - Quotas, Targets, Sales Activities
b. Assigning Tasks and Responsibilities based on each Salesperson's capability to Deliver
4. Conducting Effective Sales Coordination Meetings
Participants will be entitled to the following:
- Training Manual
- Exercise Sheets
- Certificate of Completion
- Editable Action Plan Templates that can be used to guide the participants on the application of the principles and concepts learned.
- Lunch with Am & Pm Snacks
Rates per slot:
[ BEST RATE ] Based on prevailing Prom/Discount Code. Terms and conditions apply.
[ PREFERRENTIAL RATE ] P19, 500+VAT valid only for registrations and payments made within the assigned due date.
[ REGULAR RATE ] P20, 500+VAT for payments made beyond the assigned due date.
P21, 500+VAT for on-the-day payments.