Senior Sales Management At senior sales management level there is broader involvement in front line strategy definition and deployment. There is often a broader remit to create and execute the sales strategy in line with the organisation’s vision and top line goals. A core part of the challenge is in the translation of the corporate strategy to something operationally tangible for front line customer facing teams to take hold of and drive hard for the desired results. However, as organisational structure becomes more fluid and budgets ever tighter, the senior sales management team need to be adept at internal negotiation, networking and high level communication effectiveness in order to secure the corporate support for their part of the business.

for information about Courses in 2006 phone Richard 0845 6580181 Do you have 8+ people to attend? Save money with an in-company course.

Add into the mix ever more competent competitors and more demanding customers, and the goals are challenging! This blended program will help you achieve successful outcomes through a logical approach aimed at simplifying the key areas of skill and focus – culminating in an actionable toolkit to take back to the workplace.

Who should attend?

• experienced front line managers who are ready for their next step
• second-line managers responsible for customer facing teams needing help in the ever changing environments in which they operate
• all senior managers with revenue driving responsibility
• sales managers with a need to become more strategic as well as operational
• account managers and controllers with budget accountability and customer planning responsibility.
  

Objectives

By the end of the course participants will be able to:

• recognise the importance and impact of internal and external change on corporate and front line strategy
• translate corporate strategy into a meaningful operational front line plan
• recognise their role in the business and the responsibilities that go with it
• examine the organisation across the value chain impacting sales and the customer experience, and define stakeholders to develop a strong internal network
• develop and Build a strong team of first-line managers responsible for implementation of the sales strategic plan and actions (whether they are remote or HO based)
• develop strong cross functional teams to enhance the front line influence across the business, and ultimately reinforce and support the selling effort
• develop a customer facing structure relevant to market and key customer needs, and providing process and system support to reinforce the organisational effectiveness
  

Programme Content

Roles of senior sales management

• understanding the senior management role in the business in the context of internal and external drivers – particularly around change and the impact of change
• internal and external change drivers
• leadership v management
• managing positive change
• roles of sales management

Building a real-world sales strategy

• the senior sales manager role in building a real-world sales strategy aligned to corporate goals
• operational plan for implementation and action leading to results delivery
• strategic planning development / deployment techniques and tools
• team planning diagnostics
• account /customer planning techniques and tools

Management

• managing the team best practice
• managing upwards, peer group and the organisation (considered from the point of view of various business structures ie matrix, traditional, hierarchical etc)
• management styles and adaptive management techniques
• coaching best practice and conflict resolution
• results driven decision making
• succession planning
• managing virtual and cross functional teams
• successful communication strategies

Stakeholder Mapping tools and diagnostics

• building effective networks across the business
• leveraging organisational relationships through synergies and alliances with critical functions throughout the business’s value chain –directly impacting the sales effort
• relationship mapping and action planning
• effective behavioural and communication techniques

Team development

• building a high performance management team
• building a high performing sales organisation
• building cross functional project teams
• managing team meetings effectively

Structuring a customer facing organisation for success

• customer segmentation and needs assessment
• organisational structure alignment to customer segment needs (Including flexibility in structure)
• delivering a value proposition to your customers
• organisational climate
• process and system considerations to enable your team to drive internal efficiencies and get closer to the customer