Home > Sales Management Training Products > Strategic Sales Management
Strategic Sales Management
"Overseeing Accounts, Opportunities, and Pursuits"
Length/Product Type
4 Hour Module
Targeted Audience
Sales Managers, Sales Executives
Description
There's little question that selling is getting more complex. Teams are selling solutions to multiple buyers in highly competitive evaluations. Sellers often have no direct authority over people in their own organization who are on the extended account and pursuit teams. Executive management expectations are accelerating regarding strategic solutions and larger deal size. And with all this, Sales Managers have to build strategic customer relationships and personally get involved in closing multiple strategic opportunities in the pipeline at any given time.
So what can a Sales Manager do to simplify the process? This 4 hour module on Strategic Sales Management helps Sales Managers focus on the four strategic must-dos. Become an expert in solution selling and apply it to all strategic opportunities. Map out selling strategies in a set of integrated plans at the account, opportunity, and individual sales call level. Ensure that the right resources are brought to bear when assembling the pursuit team. Maintain a strong management focus in account and opportunity reviews, inserting themselves in the process only where it is most essential to win the deal or grow the account.
So what can a Sales Manager do to simplify the process? This 4 hour module on Strategic Sales Management helps Sales Managers focus on the four strategic must-dos. Become an expert in solution selling and apply it to all strategic opportunities. Map out selling strategies in a set of integrated plans at the account, opportunity, and individual sales call level. Ensure that the right resources are brought to bear when assembling the pursuit team. Maintain a strong management focus in account and opportunity reviews, inserting themselves in the process only where it is most essential to win the deal or grow the account.
Objectives
Increase your own comfort level with solution selling
Integrate and use call plans, opportunity plans, account plans to place a more strategic emphasis on sales activities
Become a strategic coach in business opportunity assessments
Assemble winning pursuit teams and help to clearly identify pursuit team roles
Understand the big value of strategic account planning and the link between Account Plans and Big Deals
With this product you will receive
Recommended Supplemental Materials
Facilitator Instructions - to help you prepare for and facilitate each section of a course or customize and implement a template.
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
All materials to effectively deliver/use this product are included with your purchase.
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