Description
The expectation is to deliver commercial results in line with objectives... but not just any way. Respecting the company's strategy is the obligatory point: it is a question of contributing to its deployment. It is at this stage of commercial management that the commercial action plan comes into play. The commercial action plan combines upstream analysis, commercial positioning, and the setting of action priorities to develop turnover. And it involves the sales force all the way to implementation. This sales management training offers sales managers a simple method to develop their sales action plan and turn it into a performance tool.
Who is this training for ?
For whom ?
Director and sales manager, regional sales director, market manager, agency head, sales manager, Key Accounts manager.
Prerequisites
None.
Training objectives
Training program
- Analyze your market and define your commercial strategy
- - Action: seek relevant information to analyze the sales territory and the market.
- - External analysis: customers, competitors, distribution channels, partners, developments in markets, PESTEL influences.
- - Internal analysis: the customer portfolio; the product portfolio; customer/product pairs.
- - Construct the SWOT matrix of its sales scope.
- Decide on actions and build your business plan Action: define your choices based on your analysis.
- - Translate your decisions into sales objectives: the territory's business plan, decide between conquest and loyalty.
- - Actions to achieve the objectives: product distribution, promotion and efficiency of the force sales, measure the recommendation score.
- Deploy the commercial action plan Action: formalize and communicate the commercial action plan.
- - Plan actions: customers, operational marketing, management.
- - Establish your dashboard to manage and monitor.
- - Link customer value and communication channels .
- - Validate your ROI.
