Revenue Leadership: Sales Force Management & Tactical Strategy

Revenue Leadership: Sales Force Management & Tactical Strategy

Location

MST 1016

Duration

Online / In-class

5 Days

Contact with our Team

Sector:

Product Management & Technology

Technical Focus Area:

Product Management & Growth Strategy

About the Course

Achieving outstanding sales results in a crowded and competitive market requires more than individual selling skills – it demands a structured, strategic approach to managing the entire sales force. This course provides a comprehensive understanding of strategic sales force management, from defining the role of the sales manager and assessing sales competencies to implementing customer-centered sales processes and performance management systems. Participants will gain practical tools to organize their teams, plan and forecast effectively, and align day-to-day sales activities with broader business objectives.

Throughout the program, the focus is on real-world application. Participants will explore different selling models (including strategic, retail, relationship, and SPIN selling), learn how to conduct powerful sales calls, handle objections, and close business using a variety of techniques. They will also learn how to manage customer relationships over the long term through CRM systems, relationship marketing, and clear communication strategies that enhance customer lifetime value.

The course further strengthens the leadership dimension of sales management by covering sales coaching, team building, performance evaluation, and forecasting techniques. Advanced topics such as win-win negotiation, the Harvard model of negotiation, NLP, and emotional intelligence in selling help participants refine their influence, communication, and decision-making skills. By the end of the program, participants will have a clear action plan for applying their new knowledge to drive productivity, profitability, and sustainable sales growth.

Learning Milestones

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.

Professional Audience

- Frontline sales managers and supervisors responsible for leading sales teams
- Regional and national sales managers and sales directors seeking to boost team performance
- Key account managers and senior sales professionals transitioning into managerial roles
- Managers who want to increase the value they deliver to their salespeople and organizations
- Business owners and commercial managers overseeing internal or external sales forces

Modular Syllabus

Foundations of Strategic Sales Force Management and Skills Assessment

- The role and importance of strategic sales force management in competitive markets
- Defining sales force management and its core components
- Understanding and applying key sales force management tools
- Ensuring a customer-centered sales process and selling approach
- Sales competency model: structure and practical use
- Behaviors, characteristics, and skills of successful sales professionals
- Linking individual competencies to team and organizational performance
- Activity/workshop: Self-assessment of selling and management skills using a competency framework

Selling Models, Prospecting, and Building the Sales Pipeline

- Overview of different types of selling: strategic, retail (face-to-face), and relationship (consultative) selling
- Strategic selling and understanding buyer influence in complex sales
- The SPIN selling model: Situation, Problem, Implication, and Need-payoff questions
- Characteristics of different selling models, types, and structures
- Planning your calendar to achieve sales goals and build a robust sales pipeline
- Prospecting principles and selecting high-potential targets
- Structuring powerful sales calls that create value for the customer
- Exercise: Design a weekly selling schedule and pipeline plan aligned with personal and team targets

Closing Techniques, Objection Handling, and Customer-Centered Selling

- The mindset and attitude of the professional salesperson and sales manager
- Understanding common customer objections and their underlying causes
- Techniques for dealing with and reframing customer objections
- Various closing techniques and choosing the right approach for different situations
- The feel–felt–found method and other structured objection-handling tools
- Strategies to respond to common new business objections and price challenges
- Using a customer-centered selling approach to provide value and build trust
- Case study and role-play: Conducting a full sales conversation from discovery to close, with feedback and coaching

Relationship Management, CRM, and Customer Lifetime Value

- Technologies and methods for maintaining customer information (CRM systems and practices)
- Strategies to maintain effective communication with customers across the relationship life cycle
- The customer marketing pyramid and prioritizing high-value accounts
- Relationship marketing: moving from transactions to partnerships
- Consultative selling as a foundation for long-term relationships
- The Lifetime Value (LTV) of a customer and its implications for sales strategy
- Handling conflict constructively and maintaining trust during difficult situations
- Group activity: Mapping relationship strategies and CRM touchpoints for key accounts

Negotiation, NLP, Emotional Intelligence, and Sales Leadership

- The phases of sales negotiations and preparing for successful outcomes
- Applying the Harvard model of negotiation to sales situations
- The art of bargaining and handling concessions without eroding value
- Introduction to NLP: core concepts and their implications for marketers, salespeople, and advertisers
- Understanding hypnotic marketing and state-inducing vocabulary, and using influence ethically
- Emotional intelligence in selling: recognizing and managing emotions in self and others
- Integrating sales leadership, coaching, team building, and forecasting techniques for ongoing performance improvement
- Capstone: Developing a sales force management action plan covering coaching, performance evaluation, negotiation, and forecasting

Course Dates & Prices

Location	Starting Date	Price
Dubai (UAE)	29/12/2025	2999 $
Online	05/01/2026	2299 $
Online	05/01/2026	2299 $
Dubai (UAE)	12/01/2026	2749 $
Dubai (UAE)	12/01/2026	2999$
Cairo (Egypt)	19/01/2026	2749 $
Online	19/01/2026	2299 $
Online	26/01/2026	2299 $
Muscat (Oman)	29/01/2026	2999 $
Dubai (UAE)	02/02/2026	2999 $
Muscat (Oman)	16/02/2026	2999 $
Online	16/02/2026	2299 $
Online	23/02/2026	2299 $
Dubai (UAE)	23/02/2026	2999 $
Online	02/03/2026	2299 $
Online	09/03/2026	2299 $
London (UK)	09/03/2026	3499 $
Dubai (UAE)	09/03/2026	2999$
Online	16/03/2026	2299 $
Istanbul (Turkey)	16/03/2026	2999 $
Dubai (UAE)	16/03/2026	2999 $
Online	23/03/2026	2299 $
Kuala Lumpur (Malaysia)	23/03/2026	4099$
Doha (Qatar)	23/03/2026	2999 $
Kuala Lumpur (Malaysia)	30/03/2026	4199$
Online	30/03/2026	2299 $
Dubai (UAE)	06/04/2026	2999$
Istanbul	06/04/2026	2749 $
Online	06/04/2026	2299 $
Dubai (UAE)	13/04/2026	2999$
Cairo (Egypt)	13/04/2026	2749 $
Online	20/04/2026	2299 $
Dubai (UAE)	27/04/2026	2999$
Online	27/04/2026	2299 $
London (UK)	27/04/2026	3499 $
Istanbul (Turkey)	04/05/2026	2749 $
Dubai (UAE)	04/05/2026	2999$
Kuala Lumpur (Malaysia)	11/05/2026	4099$
Online	11/05/2026	2299 $
Doha (Qatar)	11/05/2026	2999 $

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