This comprehensive 5-day training course is specifically designed for sales managers, leaders, and professionals who need to master the art and science of sales planning and forecasting. In today's dynamic business environment, accurate planning and reliable forecasting are critical for strategic decision-making, resource allocation, and achieving revenue targets. This course will equip participants with the essential frameworks, tools, and techniques to develop robust sales plans and generate precise forecasts, enabling them to drive predictable and sustainable growth.
The curriculum covers a wide array of topics, from market analysis and objective setting to various forecasting methodologies, territory planning, and sales budgeting. Participants will learn how to leverage data, identify market opportunities, set realistic yet ambitious goals, and effectively allocate resources. Through hands-on exercises, practical case studies, and interactive workshops, attendees will gain the confidence and skills to create actionable sales plans and reliable forecasts that directly contribute to their organization's success.
Who Should Attend the Training
- Sales Managers
- Sales Directors
- Business Development Managers
- Regional Sales Managers
- Sales Operations Professionals
- Commercial Directors
- Key Account Managers
- Anyone responsible for setting sales targets and predicting revenue
Objectives of the Training
Upon completion of this course, participants will be able to:
- Understand the strategic importance of sales planning and accurate forecasting.
- Conduct thorough market analysis to identify sales opportunities and challenges.
- Set clear, measurable, and achievable sales objectives and key performance indicators (KPIs).
- Apply various sales forecasting methodologies to predict future sales performance.
- Design effective sales territories and set equitable sales quotas.
- Develop realistic sales budgets and allocate resources efficiently.
- Analyze sales performance data to identify trends and areas for improvement.
- Optimize sales processes to support better planning and forecasting.
- Utilize CRM and other technologies to enhance planning and forecasting accuracy.
- Adapt sales plans and forecasts in response to market changes and potential risks.
Personal Benefits
- Enhanced strategic thinking and analytical skills
- Improved ability to set realistic and achievable sales targets
- Greater confidence in predicting future sales performance
- Development of data-driven decision-making capabilities
- Stronger ability to contribute to organizational growth and profitability
- Elevated professional standing as a strategic sales leader
Organizational Benefits
- More accurate revenue predictions and resource allocation
- Improved budgeting and financial planning
- Enhanced ability to identify and capitalize on market opportunities
- Optimized sales force deployment and performance
- Better alignment between sales strategy and overall business goals
- Increased predictability and sustainability of sales growth
Training Methodology
This course employs a highly analytical, interactive, and application-focused training methodology. The approach includes:
- Interactive lectures and guided discussions
- Hands-on exercises with real or simulated sales data
- Case studies focusing on successful planning and forecasting scenarios
- Group workshops for developing sales plans and forecasts
- Use of relevant tools and templates
- Q&A sessions and expert insights
Trainer Experience
Our trainers are seasoned sales leaders and sales operations experts with extensive experience in strategic sales planning and forecasting across various industries. They have a proven track record of developing and implementing successful sales strategies that drive predictable revenue growth. Their expertise ensures that the training is grounded in practical application, offering participants actionable strategies and techniques that deliver measurable results.
Quality Statement
We are committed to delivering high-quality training programs that provide tangible value. Our courses are meticulously designed, continually updated to reflect current industry trends, and delivered by expert trainers dedicated to fostering a practical and enriching learning environment. We strive to empower participants with the skills and confidence to excel in their professional roles.
Tailor-made courses
We understand that different industries and organizations have unique sales cycles, market dynamics, and data availability. Therefore, we offer tailor-made versions of this course, customized to address your specific products or services, sales data, and strategic planning objectives. Contact us to discuss how we can design a bespoke training solution for your sales leadership team.
Course Duration: 5 days
Training fee: USD 1300
Module 1: Strategic Sales Planning Fundamentals
- Defining Sales Planning: Purpose and Scope
- The Link Between Sales Planning and Overall Business Strategy
- Key Components of a Robust Sales Plan
- Annual vs. Quarterly vs. Monthly Planning Cycles
- The Benefits of Proactive Sales Planning
- Practical session: Brainstorming key elements for a new sales plan
Module 2: Market Analysis and Opportunity Identification
- Conducting a SWOT Analysis for Sales
- Analyzing Market Trends, Customer Needs, and Competitive Landscape
- Identifying New Market Opportunities and Growth Areas
- Understanding Customer Segmentation and Targeting
- PESTEL Analysis for External Factors Affecting Sales
- Practical session: Performing a mini market analysis for a specific product/service
Module 3: Setting Sales Objectives and KPIs
- Differentiating Between Goals, Objectives, and Strategies
- Principles of SMART Sales Objective Setting (Specific, Measurable, Achievable, Relevant, Time-bound)
- Key Performance Indicators (KPIs) for Sales Planning
- Aligning Sales Objectives with Overall Business Goals
- Cascading Objectives Down to Individual Sales Reps
- Practical session: Developing SMART sales objectives for a given scenario
Module 4: Sales Forecasting Methodologies and Tools
- Introduction to Sales Forecasting: Importance and Challenges
- Qualitative Forecasting Methods (Sales Force Composite, Expert Opinion)
- Quantitative Forecasting Methods (Time Series, Regression Analysis)
- Choosing the Right Forecasting Method for Your Business
- Understanding Forecast Accuracy and Variance
- Practical session: Hands-on exercise: Calculating a simple sales forecast using historical data
Module 5: Sales Territory and Quota Planning
- Principles of Effective Sales Territory Design
- Factors Influencing Territory Alignment (Geography, Customer Potential)
- Setting Equitable and Motivating Sales Quotas
- The Link Between Quotas, Compensation, and Performance
- Managing Territory Adjustments and Disputes
- Practical session: Designing optimized sales territories for a given set of sales reps and customer data
Module 6: Sales Budgeting and Resource Allocation
- Components of a Sales Budget (Salaries, Travel, Marketing Support)
- Developing a Realistic and Effective Sales Budget
- Allocating Resources Based on Strategic Priorities
- Cost-Benefit Analysis for Sales Investments
- Managing Budget Variances
- Practical session: Developing a basic sales budget for a hypothetical sales team
Module 7: Sales Performance Analysis and Reporting
- Key Metrics for Sales Performance Tracking
- Analyzing Sales Funnel and Pipeline Performance
- Identifying Root Causes of Performance Gaps
- Creating Impactful Sales Reports and Dashboards
- Presenting Performance Insights to Stakeholders
- Practical session: Analyzing a sample sales performance report and identifying actionable insights
Module 8: Sales Process Optimization for Planning
- Mapping and Understanding Your Current Sales Process
- Identifying Bottlenecks and Inefficiencies in the Sales Cycle
- Streamlining Sales Stages to Improve Predictability
- Integrating Sales Planning into Daily Sales Activities
- Leveraging CRM for Process Adherence and Data Capture
- Practical session: Brainstorming process improvements to enhance sales planning data quality
Module 9: Leveraging Technology for Sales Planning and Forecasting
- Utilizing CRM Systems for Sales Data Management
- Sales Forecasting Tools and Software
- Business Intelligence (BI) for Advanced Analytics
- Automation in Sales Planning and Reporting
- Data Integrity and Quality for Accurate Forecasts
- Practical session: Discussing the capabilities of various sales tech tools for planning and forecasting
Module 10: Adapting Sales Plans to Market Changes and Risks
- Identifying Internal and External Factors Affecting Sales Plans
- Contingency Planning for Economic Downturns or Market Shifts
- Agile Planning: Adapting Quickly to New Realities
- Risk Assessment and Mitigation Strategies in Sales
- Continuous Monitoring and Adjustment of Plans and Forecasts
- Practical session: Developing a contingency plan for a potential market disruption
Requirements:
· Participants should be reasonably proficient in English.
· Applicants must live up to Armstrong Global Institute admission criteria.
Terms and Conditions
1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.
3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.
4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.
5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.
Booking for Training
Simply send an email to the Training Officer on training@armstrongglobalinstitute.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.
Or call us on +254720272325 / +254725012095 / +254724452588
Payment Options
We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:
1. Groups of 5 People and Above – Cheque Payments to: Armstrong Global Training & Development Center Limited should be paid in advance, 5 days to the training.
2. Invoice: We can send a bill directly to you or your company.
3. Deposit directly into Bank Account (Account details provided upon request)
Cancellation Policy
1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.
2. Participants may cancel attendance 14 days or more prior to the training commencement date.
3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.
Tailor Made Courses
This training course can also be customized for your institution upon request for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location. For further inquiries, please contact us on Tel: +254720272325 / +254725012095 / +254724452588 or Email training@armstrongglobalinstitute.com
Accommodation and Airport Transfer
Accommodation and Airport Transfer is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@armstrongglobalinstitute.com or on Tel: +254720272325 / +254725012095 / +254724452588
