Improve your sales management expertise. Create additional value by applying concepts, models, and frameworks that support sales planning.
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This course is designed for salespeople who want to improve their abilities and skills in sales planning and management. Over the course of five courses, you will receive an overview of:
At the end of this internship, you will improve your knowledge, abilities, and skills in the sales planning process. You will be able to apply the concepts that connect the sales planning process to the company’s strategy, with the ideology of bridging the gap between strategy and sales.
The potential for creating value through sales functions will increase at the end of this internship.
Learners will develop a final project, which includes developing guidelines for a sales plan, based on a business case analysis.
Welcome to the Strategic Sales Management specialization. The specialization course focuses on providing conceptual and practical guidance on sales planning and management.
The development of specialization goes through various stages in the sales planning process, while ensuring the connection to the company’s strategy.
The terms discussed in this specialization are intended to support analyses of how to plan sales in accordance with the company’s strategic directions. Sales functions are discussed with models and frameworks that support the planning process, which include assumptions about the strategic directions, such as total revenue target, company profits, and expected cash flows from company operations. These variables are all intertwined with the company’s strategy.
The target audience for the internship includes professionals with some sales experience, who may have recently been promoted to a management position, or who have plans to enhance their sales expertise in order to apply for more challenging positions in the future.
The minimum requirement for this specialization is general knowledge of business principles, models, and tools. Professionals who have completed a bachelor’s degree in business administration, as well as in various fields such as engineering, economics, accounting, and social sciences.
It is important to note that sales encompasses a wide range of fields – there are products and services related to agriculture, petrochemicals, automotive, aviation, chemistry, pharma, medicine, insurance, education, retail, and consulting, just to name a few examples. This means that salespeople come from all sectors.
Therefore, learners with different academic backgrounds can benefit from studying this specialization, which is structured to support sales planning and management from a methodological perspective. This approach is applicable to a wide range of fields.
The main learning outcome of this specialization is to improve skills and abilities in sales planning and management, by providing a set of concepts, models, tools and techniques to support the development of the sales plan structure, which will support the development of the sales plan.
Welcome to Course 2 – Sales Strategy – This course is designed to discuss the application of intelligence analysis in the sales planning process. This approach contributes to the integration of the sales planning process into the company’s corporate strategy, because in the process of analysis and strategic formulation we use models, frameworks, tools and techniques that are also applicable to the sales planning and management process.
Therefore, the expected outcomes of this course focus on the transition from traditional sales planning to strategic sales planning, by discussing and applying the recommended concepts to support the development of strategic guidelines.
The concepts, models, tools, and techniques presented and presented during the course focus on improving value creation from the sales function empowered by intelligence analysis, a process that typically begins with the strategy analysis aspect.
Discussions will address how intelligence analytics can support the sales function, by providing methods to connect strategy with marketing and sales planning processes.
In this course, the main learning outcome is the ability to apply intelligence analysis to support the sales planning process, and consequently improve your skills and abilities in supporting sales planning with a strategic approach.
You will develop a final assignment at the end of the course, which is designed based on a real-life business case. Challenges from the case contain the business context, through which you will apply the conceptual framework discussed during the course.
The results of your analysis of the case will be evaluated in a peer review process.
Welcome to Course 3 – Models and Frameworks to Support Sales Planning – In this course you will go through a conceptual approach to sales models and frameworks.
As a primary outcome of this course, we emphasize the improvement of analytical skills and abilities for the development of sales planning and management. The learning process goes through the application of the models and frameworks that contribute to supporting these processes.
This course is designed for professionals seeking improvement in conceptual support for the sales planning process, particularly with an emphasis on the application of modeling methodology and sales frameworks.
At this point in your Strategic Sales Management specialization, you have an excellent understanding of how to integrate sales planning with company strategy. You also have an idea of the key guidelines and recommendations to support this integration, and move forward to strategic sales planning through intelligence analysis.
Now, in this course, sales models and frameworks are discussed, from a conceptual perspective, to add methodological structure to the sales planning process. Therefore, throughout the modules of this course, the topics discussed will include sales management topics (Module 1), the sales models and frameworks (Module 2) that support sales planning, related to the hard skills that can be captured in it.
In the third module of this course, soft skills are brought up for discussion, as they are a vital part because sales functions include many aspects of human interactions.
Please follow the course steps, and for academic purposes, we recommend doing so in the suggested order of the modules, but they can be studied in a different order.
We look forward to seeing you during the class modules and lessons.
Welcome to Course 4 – Integrating Sales and Marketing.
This course focuses on what is considered by most academics and practitioners to be the greatest challenge facing sales professionals.
As we discussed in Course 1 – Effective Selling, strategy and sales must be integrated to support high potential for value creation through the sales functions. We also noted that integration between strategy and sales can be supported by marketing functions.
Discussions then included sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3).
As a result, at this point in this specialization, you are well positioned to advance into sales planning and management roles. It is time to tackle one of the biggest challenges that sales professionals must face – integrating sales and marketing.
The primary learning outcome of this course is to prepare you to apply concepts to support this integration, with guidelines and recommendations that contribute to improving the integration. The improvement in knowledge, skills, and abilities regarding sales and marketing integration will help increase the potential for value creation from a strategic approach to sales planning.
Welcome to Course 5 – Strategic Sales Management Final Project.
In this course, you will develop the final project of the specialization, which is an application of all the concepts, models, frameworks, tools, and techniques discussed and practiced in the previous four courses.
A business case provides the business context to support your analysis of strategy, marketing, and sales integration. The case is adapted from real-life experience.
Once you have formulated these analyses, you will follow the project guidelines that will guide you in applying the concepts you have learned so far, and will carry out sales planning processes to support the development of sales guidelines, which will support the sales planning process at a later stage.
The main learning outcome of this course is to master the application of concepts to create sales guidelines, based on a systematic analysis of a business case. The sales guidelines serve as the background for the structure of the sales plan, and they also connect the sales planning process to the strategy, while maintaining the development of a sales plan at a later stage.
Although the sales plan structure may not be a detailed sales plan, it will provide all the aspects required for developing the sales plan later.
The project will be reviewed through peer review, and the guidelines for its development also include the criteria for developing the review.
