Strategic Sales
Strategic Sales is about understanding the wider business environment – both Macro and Micro business environments in order to identify and analyse opportunities and threats to any organisation. This is essential before developing any Sales Plan.
We see many “Strategic” Sales Plans that are more like Forecasts – the only analysis being “take last years figures and add a % for this year” approach.
Many Sales Managers are promoted into Management because they are super sales people but often do not have the analytical skills and tools for leading a sales team.
Sales Managers and Sales Directors often have very little experience outside of the direct selling environment. Most have no or little knowledge of analytical tools and techniques to help develop robust Strategic Sales Plans. In the Board room, other Directors will often have a first degree or MBA and have been trained in or have experience of these analytical skills.
Most Senior Sales Managers we meet have not come across useful analytical tools such as:
- PESTLE
- Porters 5 Forces
- Probability matrices
- Segmentation tools
- Force Field Analysis
Of course, it is possible to develop a Strategic Sales Plan without such tools; but how confident are you that all the options have been analysed, that those options have been benchmarked against best practice and will they be robust enough to work?
We help Sales Leaders to develop the knowledge and ability to use these tools in an effective way that helps them to make better and more informed Sales Plans which both anticipate and react to the changing business environment in which they operate.
The Diploma in Strategic Sales Practice 
Marlow Sales Academy is delighted to be the only CIM Partner accredited with delivering this prestigious programme.
The Intensive Diploma in Strategic Sales Practice from the Chartered Institute of Marketing (CIM) is the only Open Postgraduate – Level 7 Sales Qualification.
This is NOT about selling skills but it is about enabling Sales Leaders with the analytical tools and understanding of current best-practice to drive organisational and sales success. The Level 7 Diploma is often described as “a mini MBA but focussed on SALES.”
The Diploma in Strategic Sales Practice is a 12 month intensive programme of face to face and virtual workshops and assessed written assignments. On completion you can gain access to the MA (Sales) programme at Portsmouth University.
The 4 Core Modules are:
- Strategy and Plans
- Managing Resources
- Customer Relationships
- Sales Strategy in Practice
All work is assessed by 4 work based written assignments.
For dates and for a call back, please register interest by using one of our Get in Touch details below.