Course Outline

Module 1: Introduction to Sales Program Management

• What are sales programs and why they matter

• Linking programs to strategic growth initiatives

• Case Study: Enterprise sales program success in telecom industry

Module 2: Governance & Structure of Sales Programs

• Program governance models

• Roles and responsibilities across teams

• Group Exercise: Build a governance framework for a sales program

Module 3: Strategic Account Planning

• Enterprise-level account mapping

• Long-term revenue roadmaps

• Real-Life Project: Develop a 2-year account growth plan

Module 4: Stakeholder Management & Alignment

• Internal and external stakeholder engagement

• Building cross-functional collaboration

• Role Play: Executive steering committee meeting simulation

Module 5: Resource Allocation & Execution

• Budgeting and resourcing sales programs

• Global vs. regional account management

• Simulation: Allocating resources for a multi-region program

Module 6: Program Metrics & Performance Dashboards

• KPIs for program success

• Using dashboards for transparency

• Exercise: Design a reporting dashboard for account performance

Module 7: Risk Management in Sales Programs

• Identifying and mitigating risks

• Crisis management strategies

• Case Study: Risk recovery in a failing sales program

Module 8: Technology Enablement

• CRM, ERP, and program management tools

• AI-driven insights for account growth

• Group Exercise: Evaluate tools for program management

Module 9: Sustaining Long-Term Partnerships

• Building executive trust and loyalty

• Co-innovation with strategic clients

• Simulation: Renewal negotiation with a strategic account

Module 10: Capstone Project

• Develop and present a complete sales program & strategic account strategy