Successful sales management

Strategic sales analysis  

• Market and environmental considerations
• Resource, competency, and sales style analysis
• Customer and competition analysis
• Product and service portfolio
• Distribution channel and organizational analysis
• Buying center, personas
• Change of perspective Customer perspective: Supplier positioning, strategic partnerships

strategy formulation

• Market planning, positioning, and segmentation
• Business Development - Approaches and Planning Tools
• Value proposition, value creation, pricing
• Customer classification and portfolio planning,
• Sales channel and organizational planning, multi-channel sales
• Agile sales organization, key account management
• Use of AI and digital tools in analysis and strategy development

Define, develop and manage sales processes

• Relevant sales processes from a strategic perspective
• Acquisition, expansion, and retention of customers
• Customer journey and customer experience
• Supplementary operational sales processes

Operational implementation of the sales strategy  

• Setting the framework through mission, vision, and guidelines
• Formulate qualitative and quantitative sales targets
• Value-based capacity management
• Sales figures, KPIs, balanced scorecard
• Budgeting and incentive systems
• Reporting with and without CRM
• Use of AI and digital tools in sales control and process management
• Designing your individual sales concept

Development of sales teams

• Analysis of structures, competencies, and potential within the team
• Sales personnel planning based on target/actual profile comparisons
• Recruiting and integrating the right sales staff into your team
• Working at the interfaces between sales and internal partners

Motivation and management of the sales teams

• The ten roles of a sales manager
• Monetary and non-monetary management tools
• Target agreements, incentives, individual vs. team targets
• Communication and meeting formats
• Motivation of individuals and groups
• Dealing with diversity and variety in sales teams
• Situational leadership and virtual leadership in sales
• Qualification, training, and coaching in sales
• Use of AI and digital tools in setting up and managing sales teams