Sales Management Development

Macquarie Graduate School of Management
Sydney, NSW, Australia

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' Today’s Sales Manager plays a key role in achieving an organisation’s revenue and profit objectives. This can be a significant challenge due to increasing customer expectations, rising competition, profit margin pressure and the need to work closely with internal departments.

While tactical initiatives such as price incentives can deliver short-term benefits, they do not assist the organisation achieve strategic objectives.

MGSM’s Sales Management Development Program assists Sales Managers to develop the competencies required for sustainable success.

Strategic Sales Management models will assist participants to identify the right growth strategy, create customer experience opportunities and develop capability to implement sales initiatives.

This program also explores Key Sales Management Competencies such as strategic client management, negotiations, financial management and linking sales plans to business plans.

Finally, the program addresses the critical role of Leadership by exploring both the emerging role of the strategic Sales Manager and strategies for creating a high performing sales team.

This program is both academically rigorous and practical. Participants will understand and internalise models and frameworks through engaging lectures, case study discussions and group work. The program has a strong "learning into action" design and will provide templates, estimators and tools for Sales Managers.

Content

Characteristics of leading sales organisations

The Sales Management Development Program explores "best practices" for a sales function. It highlights how previous strategies may constrain future growth and the imperative for new business models and strategies. Both market-driven and competency-led strategic models are used to identify growth opportunities.

Integrating Sales Strategy with Business Strategy

The program covers the changing role of the Sales Manager and the warning signals for managers not working strategically. Deeper business acumen and strategic thinking are required to align the sales strategy with the business strategy.

Managing Customers as Assets

While Sales Managers promote "customer-pull" strategies, short-term pressures encourage "product-push" strategies. This session highlights loyal customers are profitable customers and provides templates to identify customer loyalty and product portfolio gaps. It explores the profile of attractive customers and the sales skills and behaviour required to close these gaps.

Creating the Customer Experience Process

As customer experience drives revenue and profit, this session covers how to create and prioritise the customer experience opportunity portfolio, and develop a unique value proposition to assist customers evaluate suppliers. A "Return on Customer" tool will be presented.

Building Internal Interfaces

While Sales claim to "own" the customer, the reality is the customer experience is affected by many touch points with your organisation.. This session covers building internal bridges to integrate Sales, Product Management, Service Delivery and Customer Support. It explores the structures, processes and IT systems required to deliver a differentiated customer experience.

Key Account Management - A Strategic Focus

A strategic key client approach is required to optimise results using a finite sales resource. Participants receive tools to identify key account business drivers and identify your most profitable and referencable clients. It explores strategies to increase wallet share within key accounts, communicate a strong value proposition and implement strategic client management processes in your team.

External and Internal Negotiations

Negotiation and influencing skills are critical to a Sales Manager’s success - both externally with customers and suppliers, and internally within your company. This session covers negotiation frameworks, identifying win-win situations, managing critical stakeholders to build a winning coalition and influencing strategies.

Financial Management

While Sales Managers most value their client relationship skills, finance is still the language of business. This session covers financial management fundamentals such as understanding financial statements, profit, cash flow and net present value. It explains how to identify profit drivers in your organisation, and use the Du Pont ROI model to link sales activities and financial objectives.

Leading a High Performing Sales Team

Sales Managers are only as successful as their sales team. This session covers the transition from a sales specialist to a Sales Manager, motivating high performers, conducting difficult performance conversations, and implementing effective reward and recognition systems.

Linking Sales Plans to Business Plans

A key challenge for a Sales Manager is to channel sales activities to support the Business Plan. This session will enable the Sales Managers to effectively manage their pipeline to achieve forecast accuracy; it will help them to optimise the sales teams return on effort by implementing effective territory management, and enable them to manage the bid process for major opportunities to ultimately achieve their revenue objectives.
...''

Elements of this syllabus are subject to change.

Phone:+612 9850 9017

School Address/Venue(s):

MGSM
Macquarie University
NSW 2109 Australia

Jobs & Resumes: Sydney
Houses & Roommates: Sydney
Travel Agencies: Sydney

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