Course Outline

Module 1: Fundamentals of Strategic Sales Planning

• Role of sales strategy in organizational success

• Linking corporate vision to sales objectives

• Strategic vs. tactical planning

• Case Study: Coca-Cola’s global sales planning strategy

Module 2: Market & Competitor Analysis for Sales Strategy

• Conducting market research and customer segmentation

• SWOT and PESTLE analysis for competitive positioning

• Benchmarking against competitors

• Real-Life Project: Market analysis of a competitor in your industry

Module 3: Sales Forecasting & Target Setting

• Techniques for sales forecasting (historical, pipeline, and scenario-based)

• Setting SMART targets

• Balancing stretch vs. achievable goals

• Case Study: Forecasting sales targets in the FMCG sector

Module 4: Territory & Account Planning

• Principles of territory design and account prioritization

• Tools for territory management (CRM, GIS mapping)

• Allocating resources efficiently

• Real-Life Project: Design a territory plan for a new product launch

Module 5: Resource Allocation & Team Structure

• Defining roles and responsibilities

• Budgeting and resource planning

• Building effective sales team structures

• Case Study: Salesforce’s sales resource allocation model

Module 6: Sales Execution Frameworks

• Execution models: OKRs and Balanced Scorecards

• Sales playbooks for consistency

• Driving daily execution excellence

• Real-Life Project: Build a sales playbook for your team

Module 7: Sales Enablement & Technology Tools

• CRM, sales automation, and analytics platforms

• Using AI and data-driven insights for decision-making

• Mobile and digital sales enablement

• Case Study: How HubSpot transformed sales execution with automation

Module 8: Performance Management & KPIs

• Identifying the right sales KPIs

• Using dashboards and scorecards

• Coaching and feedback for continuous improvement

• Real-Life Project: Build a KPI dashboard for your sales unit

Module 9: Risk Management in Sales Execution

• Identifying risks in sales strategies

• Mitigation and contingency planning

• Scenario-based risk analysis

• Case Study: Risk management in the automotive sales industry

Module 10: Continuous Improvement & Strategy Refinement

• Sales reviews and feedback loops

• Adapting strategies in dynamic markets

• Embedding a culture of continuous improvement

• Real-Life Project: Redesign a sales strategy based on review outcomes