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The role of sales in drivingbusiness strategyOverview This masterclass is designed to providedelegates with the knowledge, tools andtechniques to contribute to the sales section ofthe business plan and manage the preparation ofeffective operational plans to meet organisationalsales objectives.Benefits to you and your company This masterclass provides you with anopportunity to benchmark your thinking andreflect on new approaches to strategy and plans.It will enable you to consider whether what youare currently doing is right and also use newframeworks in the planning process.Your organisation will benefit from your new ideasabout sales planning, and will maximise return oninvestment in a customer oriented approach todecision making.Who this course is for This is a strategic level sales programme for salesdirectors, senior sales or key account/ nationalaccount managers with strategic responsibility andthose developing into senior organisational roles. Itmay also be suitable for senior managers whotake responsibility for the sales force within anorganisation, for example, business developmentdirectors or operation directors. What you will learn ßWrite the sales section of your strategicbusiness plan.ßWrite operational sales plans and overcomebarriers to implementation.ßUse clear planning structures and understandhow to use effective tools to ensure customerfocused decision making.ßMaximise return on investment in sales.ßAssess your organisation's use of sales from astrategic perspective and make constructiverecommendations to maximise 'business'benefits from a customer orientation.ßExplore various remuneration systems andtheir impact on sales performance andstrategy.ßImprove relationships with marketing.ßAppreciate the critical importance of controland be able to recommend a range of bothqualitative and quantitative control metrics.Learning approachßTraditional 'delivery' from a highly-experiencedconsultant practitioner.ß'Clinic' sessions.ßGroup activities.ßApplication of models and frameworks to ownorganisation.ßSocial learning amongst peers (including jointactivities with the Strategic MarketingMasterclass delegates where appropriate).Strategic SalesPlanning MasterclassSales110Training bookings and advice +44 (0)1628 427200Residential option35 CPD hoursCoursecode0177Level MasterclassDuration5 days(split *3+2)Venues and datesMoor Hall, BerkshireModule 1 (3 day)+Module 2(2 day)201111-14October+21-22November201214-17February+ 26-27March15-18May+ 25-26June18-21September+ 29-30OctoberResidentialPrice£3,845+ VATCIM Member price£3,460+ VATWhat's includedTuition, course materials andfull board accommodationNon-residentialPrice£3,445+ VATCIM Member price£3,100+ VATWhat's includedTuition, course materials,lunch and refreshments*NoteModule 1 starts in theevening of Day 1, followedby 3 full days' tuitionRelated coursesßChannel Management (p109)ßMarket and SalesForecasting (p31) KelleyWith over 20 years experienceof sales training, businessdevelopment and in seniorsales management positions,Gill Kelley specialises inperformance coaching andthe facilitation of learning anddevelopment. Her naturalenthusiasm energises andmotivates others to achieve.

111CoursePageMarketingProfessional Certificate in Marketing113Professional Diploma in Marketing113Chartered Postgraduate Diploma in Marketing114Digital MarketingDiploma in Digital Marketing115Diploma in Mobile Marketing115Diploma in Digital Metrics and Analytics116Diploma in Digital Campaign Planning116Diploma in Digital Media and Branding117SalesCertificate in Professional Sales Practice118Advanced Certificate in Professional Sales Management Practice118Advanced Certificate in Account Management Practice118Intensive Diploma in Strategic Sales Practice118Forlatestprogrammesanddatescheck www.cimacademy.comProfessional Qualifications from CIM AcademyCIM Academy is the only study centre owned by The Chartered Institute of Marketing. We offer a rangeof professional qualifications in marketing, digitalmarketing and sales via flexible and intensive studyoptions. With exceptional tuition and support, ourdelegates consistently achieve excellent pass rates and awards for outstanding achievement."I would reallyrate the quality ofteaching, depth ofknowledge of thetrainers and thesupport you get at CIM Academy."Heidi McNeillProduct ManagerA. Menarini Pharma UK