Sales Management for Growing Businesses brochure

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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www.cranfield.ac.uk/som/growsales

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