Strategic Sales Leadership Programme Brochure

Programme details

The Sales Directors’ Programme understands the challenges you face when organising a top class sales function within your organisation. You gain state of the art models to: • Support your role to deliver greater value. • Engage with customers more profitably. • Effectively lead your sales organisation. • Develop short term actions for long term performance. • Engage in meaningful sales performance analysis. • Improve your personal effectiveness with key stakeholders.

Fees All our executive programme fees include tuition, course materials and accommodation (where applicable). For Cranfield Alumni we offer a 25% discount on the course fee, and we also offer a discount to research club members. Please ask at time of booking.

Please see www.cranfield.ac.uk/som/sdp for dates and fees.

Duration: Four days residential + follow up day

Day one: Strategy • The strategic role of sales. • Short-term actions for long-term performance. • Creating and delivering value to customers. Day two: Structure • Key account management and team selling. • Sales structures and internal selling. • The procurement perspective.

Day four: Development • Sales leadership and development. • Recruiting and retaining talent. • Persuading and influencing. Day five (after a few weeks): Application The delegates share their experience from implementing an initiative based on the contents of the programme, to get feedback from their peers.

Day three: Measurement • Sales performance analysis. • Target setting. • Rewards systems in sales.

www.cranfield.ac.uk/som/sdp

+44 (0)1234 754500

execdev@cranfield.ac.uk

5