Strategic & Effective Sales Management

Course Details

Session: 2 Days

Hours: 8 Hours /Day

Mode: Face to Face / online


United Arab Emirates

Strategic & Effective Sales Management

Discover BTC’s Effective & Strategic Sales Management course and elevate the performance of your sales team through an extensive examination of core elements of the sales process. Elevate your ability to develop solid sales plans and successful and effective strategic sales planning, and acquire new frameworks to help your team reach its fullest potentials.

Course Objective

  •  Increase the efficiency and performance of your sales force by exploring diverse structures, methods and management systems.
  •  Identify areas for improvement and strengthen your sales management in all platforms.
  •  Examine sales management strategies to motivate your team, including effective incentive systems.
  •  Develop an ambitious but realistic strategic sales planning.

Course Content

 Best Practices in Sales Force Management

o Examine the most common mistakes in sales force management. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways and sales management strategies.

 The Sales Force Organization

o Analyze sales force sizing and allocation, as well as the advantages and disadvantages of different sales force architectures and their relationship with specific roles.

 Supervising and Evaluating Your Sales Force

o Evaluate the functions of sales supervisor and sales director and gain practical recommendations to improve the supervision of your team.

 Compensating and Motivating Your Team

o Assess the core elements of compensation schemes, debate the pros and cons of diverse compensation systems, and discuss motivational tools beyond the monetary aspect.

 The Selling Process

o Explore the importance of a methodical design and monitorization of the distinctive phases of the sales process, including complex situations such as large accounts, extended sales cycles and ambiguity with regard to decision makers. Examine the benefits of a consultative approach and strategies to improve sales conversion.

 Sales and Digitalization

o Analyze the impact of the digital revolution on the global sales process and online sales management, including the power of the informed consumer, and other tools and services aimed at increasing organizational effectiveness.

Training Method

The training will be conducted in a friendly, inclusive and fun atmosphere, which is conducive for different learning styles, but respects each attendee as an individual and ensures each one is challenged and ensures each individual is challenged and achieve maximum benefit from the course. Our goal is that attendees will be highly engaged and encouraged to be participative.

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Strategic & Effective Sales Management​