The Challenge

Competition is fierce in the marketplace yet companies are pressed to deliver their sales, market shares and profit targets. It cannot be business as usual for sales managers. Business unusual means thinking and acting differently. Developing effective sales strategies start with a deep understanding of all market dynamics and ends with delivering the complex sales mix elements that ensure profitable and sustainable growth.

Our Solution

G & A Business Solutions has developed a very pragmatic program that provides participants with practical tools starting from how to identify the market needs to how to deliver the sales mix elements that ensure profitable and sustainable growth. The process includes: 1) Opening new opportunities which mean creating new business either with current or with new clients; 2) Evaluating sales opportunities which is about getting a deep understanding of your clients needs; 3) Gaining advocacy which is at the heart of converting the inquiry work done for qualifying a sales opportunity into closing a deal; 4) Maturing which is the ability to expand account and loyalty with existing clients.

Participants are exposed to the 4 steps of planning: 1) situation assessment; 2) set of SMART objectives; 3) definition of strategies and tactical plan; 4) execution

About the workshop

The program is designed in the form of 2 sessions: 3 full days of interactive and participative workshop followed 8 weeks after, by a 2 days follow up session. During the workshop, participants will effectively be working on a “real life” assignment in their own organization. They will be provided with effective marketing management tools, business performance monitoring tools that they will learn to use, by practicing.

Design of the workshop

2 workshops of 3 plus 2 days (5days in total)