Sales Management for Growing Businesses brochure

Sales Management for Growing Businesses

For sales people who wish to improve their practical skills

“I’ve worked in senior sales roles for several years, and was pleasantly impressed with the approach Sales Essentials for Success offered. As a business, we already have the tools to assist the sales team, However, this course identified obvious areas where we weren’t using these tools or our skills effectively. Armed with this new knowledge of our sales, and with minimal other changes, I am confident we will make noted improvements to efficiency and more importantly overall profit.” Rebecca Cooke, Business Development Manager Impact Marketing

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+44(0)1234 754500

execdev@cranfield.ac.uk

The most direct route to rapid profitable growth is through increased sales of existing products and services. However, most sales organisations have grown up in an ad hoc manner and lack focus to succeed. The Sales Management for Growing Businesses programme will give you the tools to build and create a sales function that is strategically directed and controlled. You will also gain a fundamental knowledge of the tactics that must be employed on a daily basis to succeed. Sales Management for Growing Businesses

Who is this for? The programme is suitable for anyone responsible for achieving the sales numbers within a growing business. This maybe the owner manager, a sales manager or front line sales people who wish to improve their practical skills in growing sales profitably.

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+44(0)1234 754500

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Programme content

The programme starts by analysing the sales numbers achieved over the last year or two and then starts defining what the outcome of the next 12 months should be, either by team or individual. The programme is practical and based heavily on objectives and actions that drive results. The participant will leave with a clear understanding of the strategic elements required in building, managing and motivating sales teams and the tactical elements required in finding the right ideal customers, qualifying, making proposals, selling and closing the order. The outcome of the programme is a written personal Sales Budget and Plan for the next 12 months or the next financial year, whichever is appropriate. The plan creates a Who, What and When set of actions and sets targets for Revenue and Gross Profit by key accounts, rising stars and determines the new business required to achieve the desired result. This programme provides you with the opportunity to take an in-depth look at your sales organisation, its approach, and to consider the roles and structure using established frameworks and leading business examples.

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Outcomes

• A Sales plan for the next financial period, a clear set of measurable actions that determine the sales activities required to achieve the agreed results. • Understand how to successfully grow the business and sales profitability; and how to build, manage and motivate your own team. • The ability to determine what the optimal sales force looks like for your business, both now and in the future. • A practical guide to holding sales meetings, quarterly business reviews and appraising your sales staff. • Increased understanding of your customer or client base and how to maximise sales through focussing on key accounts, rising stars and ideal customers. • Improved reliability and consistency of your sales forecasts through understanding your sales pipeline and improved qualification. • KPI’s to help you know if you are having a good sales day and creating an actionable plan to ensure sales success. • How to recruit excellent sales people, we will help you to avoid recruiting ineffective sales people ever again. • How to set targets, incentivise your sales people with straight forward commission, bonus and on target earning schemes. • A third development day 3 months after the programme to make sure you are on the right track.

www.cranfield.ac.uk/som/growsales 5 “I would like to thank you the University and of course Jerry for this course. I have really enjoyed it and have taken away lots that I can try to put into practice and improve our business sales structure.” Sam Hawkins UK Sales and Business Development Manager Tropical Marine Centre +44(0)1234 754500

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Programme details

The Sales Management for Growing Businesses programme is run over three days; an initial two-day residential module, followed by one day to review the written Sales Budget and Plan and further develop your plans to sales success. The first two days are focused on sales development, both strategically and tactically.

Module one

Module two

An optional 20 minutes one-to-one to discuss your sales strategy. Marketing - Review your current tactics. Sales skills - how to build a high performance sales activity, attitude, and recruitment. Sales Management - The role of the sales manager, understanding your management style, setting objectives and monitoring, pipeline analysis, setting targets and incentives, reporting and maximising your CRM. Developing a sales budget and plan for your organisation. Motivating your salespeople - target earnings, incentives, commissions and bonuses Personal actions to undertake before review day.

Where are we now - constraints on growth, what does success look like, last 12 months reflections, forward thinking for the next 12 months, explore your value propositions, customer analysis, high-value relationships and your sales lever for profitable growth. Sales growth strategy - c ustomer relationships, creating valued customers, building a referral system, the sales process and explore your the sales PIN. Introduction to developing your own Sales Budget and Plan for the next 12 months.

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www.cranfield.ac.uk/som/growsales

+44(0)1234 754500

execdev@cranfield.ac.uk

Programme Director

Andrew Hough Andy has spent all of his working life in sales. Starting in financial services in Lloyds, then Barclays Asset Finance initially in Manchester, then London. The foundations gained in selling externally and internally, the need for asset finance loans (externally) and the acceptable risk (internally), have never been lost on him. From there he moved to GE Capital and ran their joint venture with Sun Microsystems Ltd, and from there to EMC2 Inc (now part of Dell). He held roles from Head of Customer Financial Services (UK and EMEA levels), through to Director EMEA Sales Enablement. In that role understanding sales learning and tool needs and development programs for growth, were critical and Andy’s relationship with Cranfield began there. As founder of the Association of Professional Sales, Andy stays actively involved with thought leadership and research which links to his role as researcher in sales at Cranfield University. He also teaches around the world, based on his Cranfield position as Lecturer - Sales Leadership and Performance. At Cranfield, in addition to his research, Andy conducts research in his field with other global academics and teaches Exec MBA, MBA and MSc students as well as open Executive Development programmes. Passionate about sales at every level, Andy supports organisations to embrace new leadership and learning methodologies and frameworks for sales ecosystems.

Sales Management for Growing Businesses programme fees include tuition, course materials and accommodation. See www.cranfield.ac.uk/som/growsales for the latest dates and fees.

To book contact: Mukhthair Badhan Tel: +44 (0)1234 754300 Email: Mukhthair.badhan@cranfield.ac.uk For more information visit: www.cranfield.ac.uk/som/growsales

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www.cranfield.ac.uk/som/growsales

+44(0)1234 754500

execdev@cranfield.ac.uk

Learning and courses for the decade ahead. Our business development team are waiting to talk to you. T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk www.cranfield.ac.uk/som/growsales

The solution described in this document is provide by Cranfield Management Development Ltd, a wholly owned subsidiary of Cranfield University. Every effort is made to ensure that the information in this leaflet is correct at the time it is printed. Please check www.cranfield.ac.uk/som/executive for the latest details.

Terms and conditions can be found at www.cranfield.ac.uk/som/executivetc

Version 2. March 2026.

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www.cranfield.ac.uk/som/growsales

+44(0)1234 754500

execdev@cranfield.ac.uk