In today’s competitive business environment, successful sales operations require more than just closing deals. It demands a deep understanding of strategic planning, market trends, and operational processes. This course on Sales Planning and Operations will guide participants through the comprehensive framework needed to design and execute effective sales strategies that align with business goals.

Through this course, participants will explore the intricacies of sales forecasting, market analysis, and sales force management. Learners will also delve into key operational techniques that streamline sales processes, enhance team productivity, and improve overall sales performance. Whether you're new to sales or looking to sharpen your skills, this course equips you with the tools and knowledge necessary for success.

1. Introduction to Sales Planning

   • Overview of sales strategy and its importance
   • Key elements of sales planning
   • Setting sales goals and targets
   • Aligning sales planning with business objectives

2. Market Analysis for Sales

   • Understanding market dynamics
   • Analyzing customer needs and behaviors
   • Identifying target markets and segments
   • Competitive analysis and positioning

3. Sales Forecasting Techniques

   • Introduction to sales forecasting
   • Qualitative and quantitative forecasting methods
   • Utilizing historical data and trends
   • Forecast accuracy and risk management

4. Sales Force Management

   • Building and managing a sales team
   • Motivating and training salespeople
   • Setting sales quotas and incentives
   • Evaluating sales team performance

5. Sales Operations and Process Management

   • Streamlining sales processes for efficiency
   • Tools and technologies in sales operations
   • Customer Relationship Management (CRM) systems
   • Key performance indicators (KPIs) in sales operations

6. Implementing Sales Strategies

   • Creating actionable sales plans
   • Aligning operations with sales strategies
   • Budgeting and resource allocation for sales
   • Measuring and analyzing sales performance

7. Sales Execution and Monitoring

   • Sales execution best practices
   • Overcoming challenges in sales operations
   • Monitoring performance and adjusting strategies
   • Continuous improvement in sales processes

Learning Outcomes:

By the end of this course, participants will:

• Develop a comprehensive sales plan aligned with business goals.
• Conduct market analysis to identify opportunities and challenges.
• Implement effective sales forecasting techniques.
• Manage and motivate a high-performing sales team.
• Optimize sales operations for better efficiency and productivity.
• Apply KPIs to monitor and improve sales performance.

Target Audience:

• Sales professionals looking to enhance their planning and operational skills.
• Business owners and entrepreneurs seeking to improve their sales strategies.
• Managers responsible for sales teams and operations.
• Anyone aspiring to build a career in sales or sales management.

Course Duration:

• 4 Weeks (with 2 sessions per week)
• Each session: 2 hours