Course Overview
This advanced program trains participants to design, implement, and manage sales programs across regions while handling strategic accounts. It emphasizes governance, stakeholder alignment, resource allocation, and performance tracking for large-scale sales initiatives.
Course Duration:
10 Days
Target Audience
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Senior Sales Leaders
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Sales Program Managers
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Strategic Account Directors
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Enterprise Sales Executives
Personal Impact
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Develop program management skills for large accounts.
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Enhance ability to coordinate cross-functional teams.
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Gain expertise in handling high-stakes, multi-region sales.
Organizational Impact
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Better alignment of sales programs with corporate strategy.
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Improved governance and reporting on strategic accounts.
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Higher revenue from global and strategic deals.
Course Outline
Course Objectives
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Design sales programs that align with organizational growth.
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Manage large-scale accounts with structured frameworks.
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Coordinate cross-functional resources for success.
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Apply advanced reporting and performance tools.
Course Modules
Course Outline
Module 1: Introduction to Sales Program Management
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What are sales programs and why they matter
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Linking programs to strategic growth initiatives
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Case Study: Enterprise sales program success in telecom industry
Module 2: Governance & Structure of Sales Programs
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Program governance models
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Roles and responsibilities across teams
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Group Exercise: Build a governance framework for a sales program
Module 3: Strategic Account Planning
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Enterprise-level account mapping
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Long-term revenue roadmaps
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Real-Life Project: Develop a 2-year account growth plan
Module 4: Stakeholder Management & Alignment
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Internal and external stakeholder engagement
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Building cross-functional collaboration
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Role Play: Executive steering committee meeting simulation
Module 5: Resource Allocation & Execution
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Budgeting and resourcing sales programs
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Global vs. regional account management
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Simulation: Allocating resources for a multi-region program
Module 6: Program Metrics & Performance Dashboards
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KPIs for program success
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Using dashboards for transparency
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Exercise: Design a reporting dashboard for account performance
Module 7: Risk Management in Sales Programs
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Identifying and mitigating risks
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Crisis management strategies
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Case Study: Risk recovery in a failing sales program
Module 8: Technology Enablement
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CRM, ERP, and program management tools
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AI-driven insights for account growth
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Group Exercise: Evaluate tools for program management
Module 9: Sustaining Long-Term Partnerships
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Building executive trust and loyalty
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Co-innovation with strategic clients
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Simulation: Renewal negotiation with a strategic account
Module 10: Capstone Project
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Develop and present a complete sales program & strategic account strategy
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]
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