Description
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 strategy 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, sales director, market manager, agency head.
Prerequisites
None.
Training objectives
Training program
- Define priorities for commercial action in relation to strategy Translate strategic objectives into commercial objectives. Define your area of responsibility. Define your objective strategy. Evaluate the necessary resources, both human and
- - Scenario Exercise: assess your human and financial resources.
- Analyze your market and adapt the commercial action plan
- - Analyze: the customer portfolio; the product portfolio; the customer/product pairs; construct the SWOT matrix of its sales scope.
- - Scenario Exercise: construct the segmentation table products/customers.
- Decide on actions and build your business plan Define your choices based on your analysis. Translate your decisions into sales objectives: the territory's business plan.
- - Actions to achieve the objectives: product distribution, promotion and efficiency.
- - Scenario Exercise: build your business plan.
- Deploy the commercial action plan Formalize and communicate the commercial action plan.
- - From collective objectives to individual objectives and action plans.
- - Plan actions: customers, operational marketing, management.
- - Establish your dashboard to manage and follow commercial actions.
- - Scenario Exercise: build your dashboard.
