Pillar 4 - Manage Performance and Account Strategy
Today’s selling environment presents a
constantly changing set of priorities driven by customers,
competition, and internal initiatives. The best salespeople and
sales managers apply a systems thinking approach in managing their
sales process and resources, in order to keep the focus on their
customers needs and the value they require.
Driving Business Results
Equip sales managers with the skills required to deliver the
business results their clients and their own companies seek. 
Program
Overview |
Program Flow
Sales Funnel Simulation
Develop sales strategies that accelerate achievement of
revenue targets and increase sales efficiency. Program
Overview
Best Match
Build interviewing skills to select the best salesperson for
the job.
Program
Overview |
Program Flow
Winning Major Sales
Manage and grow a series of complex, strategic accounts to
achieve goals and build long term relationships. Program
Overview
Sales Blueprint
Build account strategy and execution skills to deepen customer
relationships and sales results. Program
Overview |
Program Flow
Producing Value
Create powerful, action packed plans to manage sales
opportunities from inception through commitment. Program
Overview |
Program Flow
Value-Based Pricing
Defend price positioning by focusing on deliverables that
bring customer value.
Case
Overview
Account Profitability
Optimize product portfolio and cost to serve the customer.
Sales Team
Launch and leverage new sales strategies and skills through a
competitive team-based account planning simulation. Program
Overview |
Program Flow