Sales Management for Growing Businesses brochure

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.

6

www.cranfield.ac.uk/som/growsales

+44(0)1234 754500

execdev@cranfield.ac.uk