Course : Developing your sales strategy
Practical course - 2d
- 14h00 - Ref. ATT
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 | Analyze your offer, its potential and its innovative character |
| Analyze your customer and prospect portfolio |
| Build a sales strategy and translate it into an action plan |
| Defining and choosing the right tools |
| Monitor and develop your strategy |
Intended audience
Sales and marketing managers.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Practical workshops for collective and individual reflection, new practices and toolbox building.
Teaching methods
In addition to this training course, ORSYS provides Atlas members with mobile learning modules. They will be available 7 days before training and for 30 days after training.
Course schedule
1 Analyze your environment
- Assess the strengths and weaknesses of your company's resources: internal diagnostic tools.
- Identify opportunities and threats: external diagnostic tools.
- Evaluate your competitive positioning: analysis tools.
- Effective market segmentation: the approach.
Exercise
Creation of a SWOT analysis and use of a decision-making tool.
2 Analyze your sales perimeter
- Analyze your customer and product portfolios: ABC matrix.
- Identify customer/product pairs.
- Build a SWOT matrix for your sales area.
Hands-on work
Each participant creates a SWOT matrix for his or her sales area and builds a customer/product segmentation table.
3 Define your strategy and build your sales action plan
- Diagnose the skills of the sales team.
- Integrate the components of the marketing mix: product offering, pricing, distribution and promotional policies.
- Setting objectives: implementing management by objectives.
- Translate objectives into a sales action plan: prospecting, loyalty-building, internal actions, sales force management.
- Identify the key tools for implementing the sales action plan.
Hands-on work
Individual production of the marketing mix. Focus group and creative session to develop strategic projects. Each participant builds his or her own CAP.
4 Manage and monitor sales activity
- Steering with the dashboard: a decision-making and monitoring tool.
- Define performance indicators (KPIs).
- Synchronize sales and marketing actions.
- Monitor your team and manage sales actions: support, prioritize actions, analyze productive sales time.
Hands-on work
Each participant builds a sales follow-up dashboard.
Customer reviews
4,1 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
ANTOINE B.
12/03/26
5 / 5
Two pupils, therefore, effective interactions
LAURA W.
12/03/26
5 / 5
Very interesting and collaborative
MARINE L.
24/11/25
5 / 5
I'm very happy, I'm leaving with a real working framework to help me move forward in my commercial missions.
Publication date : 09/04/2025
PARTICIPANTS
Sales and marketing managers.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales and marketing managers.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class
Dernières places
Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.