Effective Sales Management and Analysis Course

Objective

The objective of this course is to equip participants with the knowledge, skills, and tools necessary to excel in sales management by mastering effective leadership, developing data-driven strategies, analyzing sales performance, and fostering ethical practices to drive organizational growth and personal success.

Sales Strategy and Strategic Thinking

• Creating sales model
• Key Selling Activities
• Current Best Practices Utilized by Top Performers
• Strategic Vision for the Project
• Learning Objectives for the Project
• Strategic Curriculum Objectives
• Proposed Implementation Plan
• Evaluation and Measurement Strategy

Data Analysis

• The sales and marketing strategy, organizational structure, culture, roles and responsibilities, priority product solutions, and priority customers
• Customer buying patterns, behaviors, and cycles
• Key product information that is critical to successful selling
• The various selling situations, competitors, differentiators, key selling and coaching challenges and opportunities, and customer experience
• Performance data
• Key selling strengths and areas for improvement

Customer Acquisition

• Defining customer retention and ‘loyalty’
• Understanding today’s decision-making process for prospects and customers
• Creating an acquisition communication plan
• Developing an acquisition strategy
• Developing long-term acquisition marketing strategies

Customer Segmentation, Data Mining and Market Analysis 

• SWOT Analysis
• What are the benefits of Customer Segmentation?
• Using Segmentation to gain customer Insight and Market Penetration
• Data Mining
• Predictive Modeling
• Customer Lifecycle Management

Excel Analysis

• Conditional Formatting,
• Tables,
• PivotTables and PivotCharts
• Forecast sheets,
• Funnel charts,
• Leader boards,
• Period-over-period reports
• Importing data from a database
• Refreshing queries
• Sorting and filtering tables
• Create period, monthly, and yearly summaries

FOR WHOM:

Sales analyst, account managers, sales managers, marketing professionals and others who perform related functions.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.