Sales Management Development Program
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 Business Development Managers and Sales Managers to develop the competencies required for sustainable success.
This program also explores Key Business Development 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.
The 3 day program will focus on:
The Marketplace
- The Importance of Sales
- Market and competitive Assessment
- Market Segmentation
- Positioning Strategy
- Value Propositions
Key Account Management
- Territory Management
- Customer Contact Strategy
- Customer Relationships
- Key Account Planning
- Customer Satisfaction
Systems and Processes
- Sales Alignment
- Sales Systems
- Sales Processes
- Pipeline Management
- Management and Reporting
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.
The Sales Management Development Program will of particular interest if you are a Sales Director / Manager or General Manager, Sales. This program will suit executives wishing to enhance their strategic thinking, leadership, commercial acumen and sales management skills to achieve their firm's strategic objectives.
- Develop broader business and leadership skills to work at a more strategic level
- Provides an opportunity to learn from best thinkers and high calibre peers
- Acquire models and frameworks to move your organisation onto new growth curves
- Develop the credibility and confidence within one's executive team
|
Clive Wilkinson is a leading facilitator and coach in developing sales strategies for organisations to drive profitable, revenue growth. He draws upon extensive experience as a senior executive for IBM in Australia, Asia and Europe, and seven years consulting in the area of sales effectiveness.
|
|
Peter Anthony helps companies grow sustainable revenue through marketing strategy and sales effectiveness. He specialises in driving sales growth through the combination of right strategy, skilled execution and appropriate motivation. Peter has worked in all market sectors from IT and finance to construction and media. |
Clive Wilkinson
Peter AnthonyDates
TBA
Fees
$4,620 (inc GST)
Fees include tuition, program materials and catering.
Venues
MGSM North Ryde Campus
99 Talavera Road, Macquarie Park
North Ryde, NSW, 2113
Program Coordinator
Macquarie Graduate School of Management
Phone: + 61 2 9850 9016
Fax: +61 2 9850 8630
Email: Public-Programs@mgsm.edu.au
