Contents
Strategic sales analysis and strategy formulation
- Market and competition analysis.
- Market planning and segmentation.
- Customer analysis and planning, value proposition, customer journey.
- Portfolio planning, positioning, price management.
- Sales channel and organizational analysis.
- Sales channel and organizational planning, multi-channel sales.
- Classification of sales, agile sales organization.
- Implications of digitalization.
Define, develop and manage sales processes
- Relevant sales processes from a strategic perspective.
- Basis of the sales process: Understanding the customer's purchasing processes.
- Supplementary operational sales processes.
Strategic sales management
- Setting the framework through mission, vision and guidelines.
- Formulate strategic and operational sales targets.
- Key sales figures, KPIs, balanced scorecard.
Development of the sales teams
- Analysis of structures, skills and potential in the team.
- Sales personnel planning on the basis of target/actual profile comparisons.
- Integration of the right sales staff into your team.
Motivation and management of the sales teams
- Monetary and non-monetary motivational factors.
- Coaching and feedback for sales teams.
- Target agreement, incentives, individual vs. team targets.
In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.
Your benefit
- You will be able to develop a sales concept and a market-oriented sales strategy and communicate these convincingly within your own company.
- You will learn to identify and utilize the strengths, weaknesses and special features of your sales team when implementing your strategy.
- You know the monetary and non-monetary instruments for managing and motivating your sales staff and can use them in line with your strategy.
- You feel comprehensively equipped with tools and methods for strategic analysis and strategy formulation and are confident and confident in dialog with employees and superiors in this regard.
- You apply the knowledge gained directly to your own company and develop initial concepts and tools during the training .
You will gain a comprehensive overview of current methods of market and customer analysis as well as performance and sales channel analysis and will be able to confidently select and apply the appropriate methods for your practical case. You will be able to formulate strategic plans, taking into account complex environmental conditions, and align them to segments, customers or sales channels according to the situation and derive requirements for your sales organization. You will be able to define and describe sales processes and implement them sustainably in the company. You will know how to manage sales activities with the help of key business figures and you will be able to increase the strategy-relevant skills of your sales team through personnel measures.
Methods
Numerous exercise sequences with individual feedback. Tried and tested guidelines, target-oriented sales tools, case studies, group and individual work, practical transfer exercises, own and other people's case studies, feedback and personal advice, discussion and exchange of experience. The focus is on experiential and action-oriented learning. You will receive direct feedback that will help you move forward!
Recommended for
Junior sales executives, sales and sales managers, sales management executives, sales management, sales managers, managing directors. The training is aimed at decision makers in the B2B segment with complex products, services and solutions that require explanation.
Further recommendations for "Successful sales management"
Attendees comments
"Good composition of the group. Exchange of experience, practical orientation. High flexibility of the speaker! Super!"
"Very entertaining, interesting and practically relevant."
"The training was a lot of fun and covered exactly the topics that I had hoped for in advance. I would also like to praise the speaker, who presented the topics in a very friendly, understandable and interesting way."
"The very wide range of learning content was conveyed very well thanks to the calm manner of the lecturer and the helpful documents."
"I particularly liked the fact that a lot of knowledge was presented in a compact way and that there was a very good practical relevance."
"I can recommend the training because of the great learning materials, the great trainer and the ease of use."
"I particularly liked the fact that it was practice-oriented and the exchange with participants from other industries."
Seminar evaluation for "Successful sales management"
With the whitepaper "Team leadership and management in sales: 9 tips for prospective managers" you will find it easier to change roles from sales employee to manager. As a manager in sales, it is your job to make your sales team successful, create balance in the team and reduce errors. Prepare yourself for your new leadership role in the best possible way.7537
32050
Start dates and details
Wednesday, 25.06.2025
09:00 am - 5:00 pm
Thursday, 26.06.2025
09:00 am - 5:00 pm
Friday, 27.06.2025
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 09.07.2025
09:00 am - 5:00 pm
Thursday, 10.07.2025
09:00 am - 5:00 pm
Friday, 11.07.2025
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 24.09.2025
09:00 am - 5:00 pm
Thursday, 25.09.2025
09:00 am - 5:00 pm
Friday, 26.09.2025
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 29.10.2025
09:00 am - 5:00 pm
Thursday, 30.10.2025
09:00 am - 5:00 pm
Friday, 31.10.2025
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 19.11.2025
09:00 am - 5:00 pm
Thursday, 20.11.2025
09:00 am - 5:00 pm
Friday, 21.11.2025
09:00 am - 4:00 pm
Wednesday, 03.12.2025
09:00 am - 5:00 pm
Thursday, 04.12.2025
09:00 am - 5:00 pm
Friday, 05.12.2025
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 11.02.2026
09:00 am - 5:00 pm
Thursday, 12.02.2026
09:00 am - 5:00 pm
Friday, 13.02.2026
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Monday, 16.03.2026
09:00 am - 5:00 pm
Tuesday, 17.03.2026
09:00 am - 5:00 pm
Wednesday, 18.03.2026
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 22.04.2026
09:00 am - 5:00 pm
Thursday, 23.04.2026
09:00 am - 5:00 pm
Friday, 24.04.2026
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 10.06.2026
09:00 am - 5:00 pm
Thursday, 11.06.2026
09:00 am - 5:00 pm
Friday, 12.06.2026
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 08.07.2026
09:00 am - 5:00 pm
Thursday, 09.07.2026
09:00 am - 5:00 pm
Friday, 10.07.2026
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 16.09.2026
09:00 am - 5:00 pm
Thursday, 17.09.2026
09:00 am - 5:00 pm
Friday, 18.09.2026
09:00 am - 4:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Training is guaranteed to take placeThe next booking ensures this course will take placePart of the Summer AcademyThe participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Sales management training: Successful selling in B2B
Even experienced sales managers reach their limits when trying to offer products or services that require explanation to customers. However, with this Sales Management Training, the Haufe Akademie offers the perfect training for sales managers to achieve greater success in B2B sales. Over the three days of the event, an experienced speaker will impart in-depth specialist knowledge.
Plan and implement sales strategies and processes
In the sales area in particular, companies still make a lot of decisions based on gut feeling. Even if this method can still lead to success in many cases, increasing competitive pressure requires a higher degree of professionalization from companies and especially from sales. This includes developing strategies and processes for the sale of goods and services. Participants in this sales management training course have the opportunity to take their own sales activities to a new level.
Practical course content for successful sales
The sales management training lives up to its name, as it includes a very large practical component in addition to the theoretical and analytical part. Participants can use the methods they learn to optimize and structure their sales management. At the same time, the necessary skills are taught to implement their own plans and methods in teams. The course not only teaches how to build efficient sales teams, but also how to motivate them in the long term.
For managers and all those who want to become managers, this sales management training creates the perfect leadership foundations for all-round successful sales and sales management.
About us – The Haufe Akademie
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Whether on site, live online or in-house - our customised solutions, our claim to the highest level of consulting expertise and training tailored to your needs simplify the acquisition of skills for the working world of the future and sustainably facilitate professional development.
A wide range of seminars, individual coaching and our flexible formats support HR managers and decision-makers in shaping the future and developing employees, in-house teams and companies.
Experience the benefits of online training from the comfort of your own home. Our online formats meet the highest quality standards and are in no way inferior to face-to-face events in terms of practical relevance. Learn together live online in interactive groups or digitally at a time of your choice.
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Questions & Answers
In our Questions & Answers (FAQ) section, you will find all the answers and the most frequently asked questions about your selected topic.
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