Faculty of Business, Communication and Finance
Bridging the Knowing Gap: Transforming Sales Strategy Into Action
25th – 29th November 2024 – Rotterdam
23rd – 27th June 2025 – Rotterdam
This programme is designed in recognition of sales execution as a strategic asset. The Programme addresses critical factors that affect profitable growth by establishing and maintaining alignment among strategic priorities, market initiatives, and supporting activities throughout the organization.
Furthermore, the programme examines the essential connections among business strategy, sales channels, sales processes, and the organization. The participants’ knowledge will be enhanced to identify obstacles to growth, articulate strategies in the context of sales, and coordinate across their organizations.
Course Objectives
At the end of the course, participants should be able to:
- Translate their corporate strategy into sales strategies, tasks, and processes easily understood by the sales teams and the rest of the organization
- Develop account management and segment management strategies based on customer profitability
- Create an environment that facilitates sales success
- Ensure that specific sales recruitment, development, compensation, and performance management efforts and systems support company strategy
- Leverage resources throughout the company to meet sales objectives
- Coordinate sales activities across different sales groups and throughout the enterprise
- Establish a flexible approach that enables you to readjust strategies to drive growth in a changing marketplace
Target Participants
Marketers, Key Account officers, Business Development officers, Customer Relationship officers, Sales Executives, field sales agents, and everyone interested in improving sales
Outline
Moving from a Strategic Vision to an Integrated Selling Plan
- Setting a strategic foundation for sales success
- Matching products and services to customer expectations
- Differentiating your offerings from competitors and substitutes
- Establishing the right mix of sales channels
- Articulating, communicating, and refining the strategic vision and selling plan
Aligning Sales to Strategy
- Defining sales tasks and optimal selling behaviour
- Mobilizing functional areas to work together smoothly to optimize sales performance
- Understanding how your company culture helps or hinders selling
- Strategy Assessment and Adjustment
Developing prime organizational processes
- Transforming corporate strategies into effective account management
- Minimizing sales channel conflict
- Setting realistic goals and forecasting effectively
- Adopting effective sales information systems
- Improving processes using feedback from customers and sales representatives
Nothing Beats the right skills for personal and organisational growth
No matter the expertise level you intend to pursue, we always have the right programme for you
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