Course Overview
This course enables participants to align sales metrics with broader organizational objectives to ensure that sales efforts directly contribute to business growth. Learners will learn to connect KPIs with revenue, profitability, and customer satisfaction, ensuring data-driven alignment between sales and strategy.
Duration
5 days
Target Audience
- Sales executives and directors
- Revenue operations professionals
- Business strategy and planning teams
- Sales operations and analytics staff
- Executives aligning sales targets with organizational goals
Organizational Impact
- Stronger connection between sales and corporate goals
- Improved measurement of ROI from sales activities
- Better visibility into how sales drives business performance
- More strategic decision-making at all levels
Personal Impact
- Improved understanding of sales-business alignment
- Stronger strategic thinking in sales management
- Ability to translate metrics into actionable outcomes
- Enhanced credibility with senior leadership
Course Outline
Course Objectives
- Understand the link between sales metrics and business outcomes
- Design metrics that align with strategic goals
- Apply frameworks for measuring sales impact
- Communicate metrics in ways that drive executive decisions
- Ensure accountability for business-aligned sales performance
Course Modules
Course Modules
Module 1: Fundamentals of Sales Metrics Alignment
- Importance of aligning metrics with strategy
- Key categories of sales metrics
- Common pitfalls in misaligned measurement
- Linking sales goals to organizational vision
- Case Study: Realigning sales metrics to support a corporate turnaround
Module 2: Designing Aligned Metrics
- Identifying business-critical sales KPIs
- Balancing revenue, profit, and customer satisfaction metrics
- Leading and lagging indicators of business success
- Customizing metrics for different sales contexts
- Case Study: Designing aligned KPIs for a new market entry
Module 3: Measuring Business Impact
- Linking sales performance to profitability
- Tracking ROI on sales initiatives
- Using dashboards for strategic measurement
- Communicating metrics to executives
- Case Study: Measuring ROI of a sales campaign using aligned KPIs
Module 4: Tools for Monitoring Aligned Metrics
- Building alignment dashboards in Excel and Power BI
- Integrating CRM with strategic reporting tools
- Automating reports for leadership updates
- Ensuring real-time visibility of business outcomes
- Case Study: Developing a business outcomes dashboard for leadership
Module 5: Driving Strategy with Metrics
- Using aligned metrics to guide sales strategy
- Incorporating customer insights into alignment frameworks
- Ensuring cross-functional alignment with sales
- Building accountability around aligned metrics
- Case Study: Using aligned metrics to drive organizational growth
Related Courses
Course Administration Details
Methodology
These instructor-led training sessions are delivered using a blended learning approach and include presentations, guided practical exercises, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience as professionals and trainers in these fields. All facilitation and course materials are offered in English. Participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation and Airport Transfer
Accommodation and Airport Transfer are arranged upon request. For reservations contact the Training Officer.
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on:
Payment
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
Click here to register for this course.
Register NowCustomized Schedule is available for all courses irrespective of dates on the Calendar. Please get in touch with us for details.
Customize AttendanceDo you need more information on our courses? Talk to us.
