How to Create a Strategic Sales Plan
10 Sales Topics to Prepare you for 2025
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How to Create a Strategic Sales Plan
October 22 - 23, 2024 | 10AM - 4:00PM | Live Nationwide via Zoom
This 2-day webinar is designed to equip participants with the knowledge and tools necessary to develop an effective strategic sales plan. The seminar will cover the fundamental components of sales planning, including market analysis, goal setting, strategy development, implementation, and performance measurement.
By the end of the seminar, participants will have a comprehensive understanding of how to create and execute a sales plan that aligns with their organization's goals and drives business growth.
Relevance: As markets become more competitive and customer behaviors shift, the need for a well structured and adaptive sales plan is paramount. Participants will gain essential skills to navigate these challenges, ensuring they can develop sales strategies that not only meet but exceed organizational goals. The seminar covers the entire spectrum of sales planning, from market analysis to performance measurement, providing a holistic approach that is indispensable for sales professionals aiming to drive business growth in their organizations.
Uniqueness: This seminar stands out through its comprehensive and practical 10-module structure, meticulously designed to provide a cohesive and progressive learning experience. Each module builds upon the last, delving deeper into critical aspects of sales strategy and execution. The curriculum seamlessly integrates the latest industry trends, emphasizing the effects of digital transformation as well as the growing significance of sustainable and ethical sales practices.
Believability: The seminar’s credibility is anchored by its lineup of award-winning speakers, each leading one of the 10 modules and bringing extensive expertise from diverse industries and top companies. These executives, with proven track records in sectors like technology, consumer goods, and B2B services, offer participants a rich perspective on effective sales practices. Their collective wisdom and experience ensure that the seminar delivers relevant and impactful content, making it an invaluable opportunity for advancing sales proficiency.
KEY TOPICS
10AM - 10:50AM
Module 1: Introduction to Strategic Sales Planning
Speaker: Emilio Macasaet III
Overview: An introduction to the importance and benefits of strategic sales
planning in achieving business objectives.
Key Topics:
1. Strategic Sales Plan vs. Sales Plan
2. Sales Strategy: Where To Play and How To Win
3. Designing Sales Strategy and Structure
10:50AM - 11:40AM
Module 2: Market and Competitive Analysis
Speaker: Asher John Lu
Overview: Understanding the market environment and competitive landscape to
inform the sales strategy.
Key Topics:
1. Approaches in analyzing competitors and market trends
2. Analysis by channel and customer segments
3. SWOT Analysis: Identifying Key Issues and Key Levers
11:40PM - 1PM
Lunch Break
1PM - 1:50PM
Module 3: Setting Sales Objectives and Goals
Speaker: AJ Astoriano
Overview: Establishing clear, measurable, and achievable sales goals that align
with the overall business strategy.
Key Topics:
1. Customer-Centric Objectives: aligning sales goals with customer needs and
preferences.
2. Aligning sales goals with business objectives
1:50PM - 2:40PM
Module 4: Developing Sales Strategies and Tactics: Where To Play
Speaker: Bart Canon
Overview: Establishing clear, measurable, and achievable sales goals that align
with the overall business strategy.
Key Topics:
1. Customer-Centric Objectives: aligning sales goals with customer needs and
preferences.
2. Aligning sales goals with business objectives
2:40PM - 2:50PM
PM Break
2:50PM - 3:40PM
Module 5: Developing Sales Strategies and Tactics: How To Win
Speaker: Beth Dureza
Overview: This module teaches you how to formulate winning strategies and
tactics by clearly defining choices on how to compete effectively.
Key Topics:
1. How To Play To Win
10AM - 10:50AM
Module 6: Sales Execution Through the 4 Pillars of Execution
Speaker: Gary Carandang
Overview: This module focuses on mastering sales execution by leveraging the four pillars of
execution: Priority, People, Process, and Performance. You'll learn how to prioritize
key sales initiatives, align and empower your team, streamline processes for
maximum efficiency, and monitor performance to ensure continuous improvement.
By applying these pillars, you'll be equipped to translate strategic plans into
effective actions that drive consistent and measurable sales success.
Key Topic:
1. Discussing the 4 Pillars of Execution:
1. Priority
2. Process
3. People
4. Performance
10:50AM - 11:40AM
Module 7: Sales Implementation Strategies
Speaker: Cheri Moran
Overview: This module delves into the critical aspects of effective sales implementation,
focusing on building a robust calendar of sales action plans and leveraging CRM
and sales automation tools to enhance efficiency. You will learn how to design a
detailed sales action plan calendar that aligns with your strategic goals, ensuring
timely and coordinated execution of sales activities. Additionally, the module will
explore the integration of CRM and sales automation tools to streamline processes,
track progress, and boost overall sales productivity.
Key Topics:
1. Building a calendar of sales action plans
2. Leveraging CRM and sales automation tools
3. Monitoring and Adjusting Sales Implementation
11:40PM - 1PM
Break
1PM - 1:50PM
Module 8: Monitoring and Measuring Performance: KRAs & KPIs
Speaker: Rio Ilao
Gain expertise in monitoring and evaluating sales performance through Key Result Areas (KRAs) and Key Performance Indicators (KPIs). Learn to track and analyze these metrics to assess progress, identify areas for improvement, and drive performance.
Key Topics:
1. Discussing the Key Result Areas (KRAs) and Key Performance Indicators
(KPIs)
2. KPIs versus Sales Metrics
1:50PM - 2:40PM
Module 9: Monitoring and Measuring Activities
Speaker: Ronnie Traballo
Overview: When monitoring sales performance, it's essential to evaluate how key
activities are implemented to understand their impact on results. This correlation
helps refine strategies, ensuring that the most effective actions drive success.
Key Topics:
1. Activity Effectiveness: Assess how well each key sales activity contributes to
achieving overall sales goals and objectives.
2. Implementation Quality: Review the consistency and quality with which
these activities are executed across the sales team or channels.
3. Impact Analysis: Analyze the direct impact of these activities on sales
performance metrics, identifying correlations and areas for improvement.
2:40PM - 2:50PM
PM Break
2:50PM - 3:40PM
Module 10: Obtaining Actionable Key Insights from Performance Monitoring
Speaker: Jerome Evangelista
Overview: After monitoring and evaluating sales performance, the next crucial
step is to derive actionable key insights that can inform future strategies and drive
continuous improvement. This module will guide you through the process of
extracting meaningful insights from your performance data and using them to
enhance your sales activities.
Key Topics:
1. Data Synthesis and Interpretation: how to identify trends, patterns, and
anomalies in your sales data.
2. Identifying Key Drivers of Success and Challenges.
3. Actionable Insights Development
Special Offers
Celebrate our 20th anniversary as an advocacy-based company with a 50% subsidy from Abenson and Waters Philippines. Enjoy up to a P5,000 + VAT discount per person, with no limit per company.
Group Rate
Take advantage of our special offers - get 4+1 free or 10+2 free registrations.
Who should attend?
Sales Managers, Business Development Executives, Sales Professionals, Product Managers, Entrepreneurs and Small Business Owners, Strategic Planners, Analysts and Data Specialists, Consultants, and Executives