Strategic Sales Management: Developing a Sales Force Strategy

Business Challenge

An effective sales force strategy is critical to achieving sales targets and aligning the sales force with the strategic direction of the firm. Sales managers must be able to craft strategy and communicate it to the sales team in order to win the right kind of business and achieve growth targets for the business.

Developing a Sales Force Strategy

Developing a Sales Force Strategy introduces the key success factors involved in creating a sales force strategy and communicating it to sales-people. It helps managers develop a comprehensive, prioritized business plan, including required strategic and tactical elements.

Key Content

Key content of Developing a Sales Force Strategy includes:

• Key success factors and elements of a sales force strategy
• Four key questions to evaluate in formulating a sales force strategy
• Five strategy elements, with templates to help participants apply them to their own organizations
• Strategy worksheet with tools to chart the desired path and evaluate signposts on the way to achieving success
• Practice using a three-step process for communicating the strategy to the sales force

Target Audience

Developing a Sales Force Strategy is intended for new and experienced sales managers who operate in a highly competitive selling environment.

Outcomes

By participating in Developing a Sales Force Strategy, participants will be able to:

• Develop a sales force strategy and plans that are aligned with strategic objectives and goals
• Effectively communicate the strategy and key action steps to the sales force

Developing a Sales Force Strategy is a half-day classroom-based module with supporting tools and templates.

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