Establishing a Strategic Vision and Goals for Sales Success

Sales Strategy & Goal Setting

This module is designed to equip participants with the skills needed to establish a strategic vision and set clear objectives for sales success. Participants will learn how to define opportunity statements and goal statements, set SMART goals, conduct risk analysis, and develop a comprehensive business case.
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Course Overview

The course focuses on practical tools and techniques for creating a robust sales strategy that aligns with business objectives and drives results.

Course Objectives

  • Understand the fundamentals of sales strategy and goal setting.
  • Learn how to define opportunity and goal statements to guide strategic planning.
  • Develop skills in setting SMART goals to ensure measurable and achievable sales targets.
  • Conduct risk analysis and management to anticipate and mitigate potential obstacles.
  • Create a detailed business case to support strategic sales initiatives.

Course Content

Introduction to Sales Strategy and Goal Setting

  • Overview of business strategy and its significance in organizational success.
  • Understanding the Voice of the Business (VoB) and its role in strategic planning.
  • Introduction to the Kano Model and its application in identifying customer needs.
  • Practical exercise on using the Kano Model to prioritize business objectives.
  • Understanding CTQ and its importance in aligning with business goals.
  • Techniques for developing CTQ trees to translate VoB into measurable objectives.
  • Methods for converting business requirements into clear, actionable objectives.
  • Communicating strategic goals to ensure alignment and understanding among stakeholders.
  • Encouraging a strategic approach to business planning and execution.
  • Best practices for maintaining focus on strategic objectives in a dynamic business environment.

Who Should Attend

This course is ideal for business leaders, managers, strategic planners, project managers, and anyone involved in setting or executing business strategy within their organization.

Course Delivery

This course is delivered in a 1 hour 30-minute session, available upon request. Participants will engage in interactive discussions, practical exercises, and case studies to develop a deeper understanding of business strategy and its practical application.
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