Strategic Planning


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
Selling high-value contracts is fiercely competitive, with buyers setting stringent criteria by which to judge prospective key suppliers. Success at this level requires knowledge of these criteria and an awareness of what will be required to ensure that your proposition is viewed most favorably. Using "stripped down" project management techniques, this course outlines the analysis and planning processes required to direct executive-level sale tasks and events towards a positive outcome.

Target Audience
Sales people who sell at an executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those sales people wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed executive-level sales people.

Expected Duration (hours)
3.5

Lesson Objectives

Analyze Your Position

  • recognize the value of being able to undertake customer, competitor, and SWOT analyses.
  • differentiate between subjective and objective customer needs.
  • determine competitive advantage.
  • undertake a competitor analysis in a given situation.
  • use knowledge of customers and competitors to undertake a SWOT analysis in a given scenario.

    • Formulate a Strategy

  • recognize the benefits of planning the executive-level sales process.
  • associate key factors with their impact on an executive-level sale.
  • evaluate objectives typical of an executive-level sale against the SMART criteria for effective objective setting.
  • differentiate between sequential and parallel activities.
  • undertake the key activities involved in critical path analysis in a given scenario.

    • Manage the Process

  • recognize the value of task prioritization and delegation skills to the executive-level sales process.
  • relate activities to Key Result Areas and thereby judge their efficiency or effectiveness.
  • prioritize activities and tasks by evaluating them in terms of importance and urgency.
  • determine if delegation of certain activities is appropriate within an executive-level sale.
  • recognize and apply the criteria of good delegation in a given situation.

    • Course Number:
    SALE0222