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Harvest | Sales Academy
1. Strategic sales and planning Creating your sales strategy For: Sales Directors, Commercial Directors and their teams As a result of this learning participants will: • Understand how to develop a sales strategy • Know how to align business strategy and sales strategy • Create a plan that is clearly aligned to your business strategy and your customers strategy • Fine-tune their capacity to scenario plan for subsequent years and sales cycles • Benchmark their thinking and decisions using world-class models of analysis • Create and finalise a 100-day project plan
2. Account development planning Developing customer account strategy For: National Account Managers, Sales Managers and Key Account Managers As a result of this learning participants will: • Learn how to create customer centric account plans • Analyse and understand your current position mapped to a client matrix • Develop, define, and outline your account strategy • Gain alignment and agreement with key stakeholders • Know how to become trusted advisors and business partners to your customers • Finalise a 60-day action plan to develop your account plans 4. Results based consultative selling Developing your sales approach to align with customers For: Field Sales, BDMs, Inside Sales Teams and Customer Service Teams As a result of this learning participants will: • Understand the key concepts of communication with customers • Learn about buyer styles, behaviours and how best to align your sales approach so it resonates • Learn how to adopt the 5-stage selling process • Learn and practice a customer engagement model • Finalise the 21 day action plan for new behaviours
3. Sales management and team skills Building your team
For: Sales Managers, Territory Managers, Business Development Managers and Customer Service Managers As a result of this learning participants will: • Bring a rhythm and cadence to all sales activities, reports and team meetings • Leave with a clear structure on best practice ways of working independently and collectively • Build the skills to bring a coaching-led mindset to people management and team collaboration • Know how to leverage people capabilities for results • Finalise a 60-day project plan for next steps
5. Refresher and action workshop Embedding learnings for impact
Harvest offers a range of post-programme specific supports that embed learnt practices for sustained change • A refresher programme for all delegates is run over a half to one full day • 1:1 coaching based on key learnings for practice embedding • Consultative support on all plans in operation
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