Strategic Sales Planning & Execution Training Course
Course Overview
| Course Title | Strategic Sales Planning & Execution Training Course |
| Organization | Tech For Development (T4D) |
| Venue | Tech For Development (T4D) Training Center along Tala Road, Runda, Nairobi |
| Duration | 10 days |
| Target Industries |
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| Target Job Roles |
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| Course Fees (Face-to-Face) | USD 2,200/KES 150,000 (Exclusive of VAT) |
| Course Fees (Virtual) | |
| Training Modes | Virtual and face-to-face training |
| Payment | Payment should be made to the Tech For Development (T4D) bank account on or before the start of the course |
| Accreditation | Tech For Development Certificate of Course Completion |
Course Overview
This course equips participants with the skills and frameworks required to design, implement, and execute winning sales strategies that align with organizational goals. It covers the end-to-end sales planning process, from market analysis and goal setting to resource allocation, execution monitoring, and performance measurement.
Course Duration:
10 Days
Target Audience
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Sales managers and executives
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Business development leaders
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Key account managers
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Sales strategists and planners
Personal Impact
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Gain the ability to create and execute sales strategies with measurable outcomes
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Enhance leadership, analytical, and decision-making skills
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Improve confidence in managing large teams and complex sales cycles
Organizational Impact
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Strengthens alignment between sales strategy and corporate objectives
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Increases revenue growth through structured planning and execution
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Boosts productivity by optimizing sales resources and processes
Course Objectives
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Understand the components of effective sales strategies
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Develop practical skills in sales forecasting, goal setting, and territory planning
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Align sales execution with organizational growth priorities
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Evaluate and refine sales performance using KPIs and analytics
Course Modules
Course Outline
Module 1: Fundamentals of Strategic Sales Planning
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Role of sales strategy in organizational success
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Linking corporate vision to sales objectives
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Strategic vs. tactical planning
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Case Study: Coca-Cola’s global sales planning strategy
Module 2: Market & Competitor Analysis for Sales Strategy
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Conducting market research and customer segmentation
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SWOT and PESTLE analysis for competitive positioning
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Benchmarking against competitors
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Real-Life Project: Market analysis of a competitor in your industry
Module 3: Sales Forecasting & Target Setting
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Techniques for sales forecasting (historical, pipeline, and scenario-based)
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Setting SMART targets
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Balancing stretch vs. achievable goals
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Case Study: Forecasting sales targets in the FMCG sector
Module 4: Territory & Account Planning
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Principles of territory design and account prioritization
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Tools for territory management (CRM, GIS mapping)
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Allocating resources efficiently
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Real-Life Project: Design a territory plan for a new product launch
Module 5: Resource Allocation & Team Structure
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Defining roles and responsibilities
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Budgeting and resource planning
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Building effective sales team structures
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Case Study: Salesforce’s sales resource allocation model
Module 6: Sales Execution Frameworks
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Execution models: OKRs and Balanced Scorecards
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Sales playbooks for consistency
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Driving daily execution excellence
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Real-Life Project: Build a sales playbook for your team
Module 7: Sales Enablement & Technology Tools
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CRM, sales automation, and analytics platforms
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Using AI and data-driven insights for decision-making
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Mobile and digital sales enablement
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Case Study: How HubSpot transformed sales execution with automation
Module 8: Performance Management & KPIs
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Identifying the right sales KPIs
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Using dashboards and scorecards
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Coaching and feedback for continuous improvement
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Real-Life Project: Build a KPI dashboard for your sales unit
Module 9: Risk Management in Sales Execution
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Identifying risks in sales strategies
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Mitigation and contingency planning
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Scenario-based risk analysis
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Case Study: Risk management in the automotive sales industry
Module 10: Continuous Improvement & Strategy Refinement
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Sales reviews and feedback loops
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Adapting strategies in dynamic markets
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Embedding a culture of continuous improvement
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Real-Life Project: Redesign a sales strategy based on review outcomes
Course Administration
Methodology
Instructor-led sessions use a blended learning approach combining presentations, guided practical exercises, web-based tutorials, and group work, delivered by seasoned industry experts. All facilitation and course materials are in English, so participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued a Tech For Development Certificate of Course Completion certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at the Tech For Development Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation & Airport Transfer
Arranged upon request.For reservations contact the Training Officer:
Email: [email protected]
Phone: (+254) 790 824 179
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our T4D Training Centre or at a convenient location.
Payment
Payment should be transferred to the T4D account through a bank on or before the start of the course. Send proof of payment to [email protected].
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