Why is it important?
With increased cost of sale, less differentiation and an increase in competition those organisations that fail to develop sales strategies and re-think the way they operate are likely to find continued pressure on margins, coupled with diminishing sales volumes.
The new paradigm in selling demands that sales forces become proactive rather than reactive. The challenge is that when sales mangers think of their sales force they seldom consider the support needed to provide direction, focus, sustain momentum and support sales in the field in the face of both market forces and continually aggressive competition.
Barrett's powerful Designing a Sales Strategy does.
Who is it for?
Designing Your Sales Strategy is an executive development programme created specifically for sales leaders, managing directors and senior executives in the organisation responsible for directing the sales operations of the enterprise.
Designing Your Sales Strategy is a practical programme that is designed to help sales leaders understand, develop and deploy a focused own sales strategy that helps the organisation gain and sustain a competitive advantage.
Delegates learn how to conduct a thorough SOFT analysis and then use blue-sky thinking to recreate a sales operation that is geared for the challenges of the 21st Century.
Benefits and actionable outcomes
Candidates leave this 2 day workshop equipped with a full understanding of sales strategy and the models, tools and metrics needed to conduct a thorough analysis of their sales operations.
Because the programme is case-study based candidates gain experience in defining their position in different sales segments, developing positional sales strategies and defining tactical activities to support the strategy.