Course : Design and optimize your sales strategy
Practical course - 2d
- 14h00 - Ref. STC
|
Download in PDF format
Share this course by email
 | Understanding strategic marketing |
| Integrate operational marketing tools into your thinking |
| Draw up a strategy and set quantitative and qualitative targets |
| Build your Sales Action Plan |
| Manage and evaluate sales actions |
Intended audience
Sales or marketing managers, sales managers, market managers, profit center managers.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Case studies, strategic thinking workshops and exchanges, study of a Sales Action Plan.
Teaching methods
Theoretical input, workshops and discussions followed by analysis and feedback from the trainer, progressive construction of directly operational tools.
Course schedule
1 Understanding and analyzing the strategic marketing approach
- Take into account the company's objectives: activities, results, resources, organization...
- Internal diagnosis: strengths and weaknesses.
- Use market and competitor research.
- Consolidate the external diagnosis of your business.
- Clarify or develop competitive positioning.
- Determine effective segmentation by studying needs and motivations.
Exercise
Creation of a SWOT analysis and use of a decision-making tool.
2 Translate marketing strategy into sales action priorities
- Analyze customer and product portfolios.
- Build a SWOT matrix for your sales area.
- Identify product/customer pairs.
- Translate strategic marketing objectives into quantitative and qualitative sales targets.
Hands-on work
Each participant creates a SWOT matrix and builds a product/customer segmentation table.
3 Drawing up a sales strategy and sales action plan
- Define strategic choices based on human and financial resources.
- Integrate the components of the Marketing Mix: product/service offering, pricing, distribution network, communication.
- Set collective objectives and rules for allocating individual objectives.
- Build your Sales Action Plan: prospecting, loyalty building, internal actions, sales force management.
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 Deploy and manage your sales activity
- Choose your monitoring indicators.
- Plan actions in synergy with the marketing and communications teams.
- Monitor your team and manage sales actions.
- Set up dashboards adapted to your team.
Hands-on work
Each participant builds a sales follow-up dashboard.
Customer reviews
4,6 / 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.
XAVIER D.
11/06/26
4 / 5
Contenu des supports à la fois bien détaillé mais synthétique en même temps avec un ordre cohérent par rapport à l’apprentissage et la matière donnée
ANA A.
11/06/26
4 / 5
La formation était très enrichissante dans son ensemble. J’ai apprécié l’équilibre entre la théorie et la pratique, ainsi que la pertinence des sujets abordés. Les exercices étaient toujours accompagnés d’analyses constructives, ce qui a favorisé l’apprentissage. Je recommande cette formation. Pour l’améliorer encore, il pourrait être intéressant de moderniser certains supports et d’intégrer davantage l’IA, qui est aujourd’hui un outil pertinent et utile d
JÉRÔME D.
11/12/25
5 / 5
Exercises are combined with theory to produce relevant results at the end of the course.
Publication date : 01/05/2024
PARTICIPANTS
Sales or marketing managers, sales managers, market managers, profit center 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 or marketing managers, sales managers, market managers, profit center 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.
Dates and locations
Last places available
Guaranteed date, in person or remotely
Guaranteed session