Programme overview.
Defining sales strategy at company and team level: market segmentation, positioning, goal setting and building the annual sales plan. A strategic framework for managers and entrepreneurs.
Why this training?
Most sales teams work under 'more, faster' pressure with no written answer to where, to whom and with what message. That gap explains not only missed targets but the repetition of the same mistakes year after year. This programme turns selling from an annual heat test into a written, measurable, reviewable strategic plan.
The backbone of the programme.
Market segmentation
Splitting the market into homogeneous sub-groups (industry, size, geography, need). A general strategy for a general market is a strategy without a target.
Positioning sentence
'For customers in segment X, we solve need Y in way W, differently from Z.' The discipline of a single sentence.
SMART goals and OKRs
Specific, Measurable, Achievable, Relevant, Time-bound. Objective + Key Results. The goal is not 'sell more' but measurable outcomes.
Annual sales plan document
A written document with market-segment-goal-action-owner-timeline columns. A signed strategy, not a discussed one.
Field example.
A mid-sized Swiss B2B service company had been stuck on a revenue plateau for three years. We split the market into 4 sub-segments, focused strategy on the 2 most profitable and kept the other 2 tactical. Eighteen months later revenue was up 34% and net profit 51%, with headcount unchanged.
By the end of the training, the participant will:
- 01Segments the market
- 02Positions the product / service clearly
- 03Sets quantitative and qualitative sales targets
- 04Turns the annual sales plan into a written document
Programme flow.
- Market analysis and segmentation
- Positioning and value proposition
- SWOT and competitive analysis
- Goal setting (SMART, OKR)
- Annual sales plan workshop
- Implementation tracking
Minimum 2 days
Turkish / French / German
Strategy workshop, Canvas exercises, Annual plan template
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Your segment-positioning canvas
- 02Written annual sales plan document (template)
- 03SWOT and competitive analysis output
- 04Quarterly business review (QBR) format
Target participants.
- Sales managers
- Regional / country sales directors
- Entrepreneurs and business owners
Preparation.
- Hold a management / decision-making role
- Access to the last 12 months of sales data
Sales Strategies — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.