Strategic Sales Planning

Overview/Description
Who are your target customers? What value propositions are you offering them and why? How do you plan effectively in order to maximize revenues and develop strong customer relationships? The use of strategic sales planning is one way to answer these important questions. Defining and developing an effective sales strategy is an essential part of any sales function and has a significant impact on the success or failure of sales initiatives. This course explores the importance of strategic sales planning, including the benefits associated with developing sales strategies. It provides insight into how to approach and develop sales strategies, including the key steps in strategy development such as competitor analysis, segmentation, value proposition development, and sales process development.

Target Audience
Individuals who want to gain a foundation in basic sales techniques and anyone who wants to develop or refine existing sales skills

Expected Duration (hours)
1.0

Lesson Objectives

Strategic Sales Planning

determine whether the steps in analyzing the competition have been carried out appropriately

determine the effectiveness of a segment for a given scenario

determine whether the steps in writing a value proposition have been carried out correctly

recognize the importance of value propositions

sequence examples of the steps in the sales process

determine whether the steps in developing a sales strategy have been carried out correctly