Revenue Leadership Sales Force Management and Tactical Strategy

By the end of this course, participants will be able to:
• Identify the behaviors, characteristics, and skills of successful sales professionals using a sales competency model.
• Describe and compare different selling models (strategic, retail, relationship, SPIN) and select the most appropriate for their context.
• Plan and execute effective prospecting activities, manage the sales pipeline, and conduct powerful, customer
• centered sales calls.
• Use structured techniques to handle objections and apply appropriate closing methods to earn and retain business.
• Implement customer
• centered selling and relationship management practices supported by CRM tools and communication strategies.
• Manage and develop sales teams through effective sales planning, territory and key account management, and coaching.
• Evaluate sales performance using relevant metrics and feedback, and link performance management to individual and team development.
• Apply forecasting techniques to improve sales planning, resource allocation, and revenue predictability.
• Develop a practical, personalized action plan to apply new sales force management skills, tools, and leadership behaviors in their organization.