Sales Forecasting Skills

Course details

The sales are the main driver for revenue generation within any organization. So how to enhance your revenue generation by strategically guiding its operations in a highly dynamic and changing environment will add to your competitive advantage. And as any functions must be measured in the terms of its return on investment so measuring the return on sales will be you basic milestone for its improvement.

Program Objectives:

This program will equip participants with skills necessary for success in today’s competitive markets:

• Understand the basic Strategic Planning in any organization and the sales role in this larger context of the Company.
• Link between business planning and marketing strategies.
• Identify the impact of Strategic decisions on the company’s performance.
• Understand the basics of sales organizing and sales force optimal distribution
• Master the Basic of sales Budgets and Budgetary constraints within your organization
• Improve the relation ship and integration with finance and know the financial impacts of sales on the organization
• Measuring your return on sales and take necessary corrective actions
• Develop Key Performance Indicators that will act as you dashboard for decision making business dynamics of marketing and take initiatives in your area.
• Develop and implement Sales plans.
• Gain hands-on experience in identifying and solving Sales problems.
• How to build your SIS.

Who Should Attend?:

Sales Managers and supervisors in order to better manage their sales performance and know the impact of their financial results.

Course Outline:

1. Strategic formulation Overview
2. Strategic Sales Management Overview
3. Sales Management Cycle
4. Sales Forecasting and Budgeting
5. Sales Budgetary constraints
6. Business Strategy
7. Sales Strategy
8. Sales Trends in pharmaceuticals
9. Sales Strategic Implementation steps
10. Sales Analysis
11. Modern Selling Trends
12. Hidden Sales Costs
13. Sales Credit control
14. Managing your sales force
15. Sales Balanced Scorecard
16. Sales Key Performance Indicators
17. ROI Definition
18. Financial Consideration in sales
19. Identifying Sales Compensation strategies
20. Sales Training and ROT
21. Measuring ROS
22. How to develop your sales IS
23. Sales Reporting Techniques