Strategic Selling Skills
Put a plan in place to take your sales to the next level
Who is it for?
The course is designed for senior sales professionals, sales leaders, senior account managers and all individuals who are required to operate at a high level within the sales function.
What is it about?
This course provides the systems and tools to build a credible and coherent sales strategy in order to develop your customer accounts to their fullest potential. You will learn how to accurately analyse your marketplace, understand your customers, and forecast future sales. Delegates will leave the course confident in their ability to create and communicate a clear strategy for all stakeholders in the sales department.
What will I get out of it?
The skills to conduct a strategic analysis of your business
The ability to collect and use information to develop a sales forecast
Accurate target setting based on value and volume measures
An understanding of your strategic options and how to position your organisation as the "obvious choice"
An understanding of how customer perceptions affect your competitive position
A dynamic customer accounts plan
Enhanced opportunities to achieve preferred supplier status with your chosen customers
What will I learn?
Analysing your current situation - developing analytical skills
The language and process of strategic planning
Identifying and understanding buying practices and how organisations select suppliers
Evaluating your organisation's unique business value and ability to respond to customer requirements
Supporting your customers and adding value through your products and services
Undertaking competitor and market analysis and understanding competitive positioning
Using forecasting techniques to predict future sales trends
Setting, monitoring and measuring sales targets and objectives
Understanding strategic options to develop and win new accounts
Tactical choices - how to turn your strategy into plans and your plans into performance
This course can be taken as part of our Institute of Sales and Marketing Management Level 5 Certificate in Sales and Account Management.
The Level 5 Certificate is a modular qualification specifically designed for established or aspiring sales managers, regional sales managers or key account/relationship managers.
Anyone attending this course will be able to accredit their learning towards the qualification. Talk to one of our learning advisers on 0800 170 7777 to find out how you can get qualified.
All of our courses are worth 6 hours of CPD per day.
Dates and availability
Run In – house
Complete your details below to request more information on running this course in-house. You can choose a customisation level to indicate how much you would like to adapt this course to your organisation's needs:
A standard course will include exactly the content shown in the outline. A tailored course can be customised, for example to include your own case studies or terminology. A bespoke course is re-written from scratch to match your organisation's needs exactly.