Chief Sales Officer Leadership Development

Program Overview

siness heads and sales leaders in organizations may ask:

• What will it take for my business to get back to its pre-pandemic level of sales volume, revenue, and profitability?
• How will my business pivot through innovation and adapt to new consumer behavior, a digital marketplace, and emerging distribution models?
• How will my sales organization be structured, and its benefits aligned to strategy?

The Chief Sales Officer Leadership Development Program aims to address these challenging questions. The program will equip business leaders with the needed tools, frameworks, and mindset to navigate these challenging times and position the organization for continued growth and competitiveness. It examines competitive marketplace strategy and focuses on the theory, analytical tools, and practice of market planning, analysis, development, and implementation. Further, the course offers a business approach that is agile, nimble, and flexible in the context of uncertainty.

Details

Program Objectives:

This interactive online program aims to develop the capabilities of business leaders who are responsible for revenue growth and business profitability, equipping them with the right tools, frameworks, and mindset to ensure continued competitiveness for the company amidst challenging times.

By joining the program, participants will:

• Gain a holistic perspective of the sales function as it relates to corporate strategy and other functions
• Understand the principles of Revenue Growth Management as a value creation model for topline growth and increased profitability
• Learn new frameworks for business innovation, exploring market opportunities, and executing the strategy 
• Appreciate the role of technology in the sales planning and forecasting process
• Understand and apply leadership and change management principles
• Enhance the participants’ capability to design an effective sales organization
• Recognize the importance of financial management for profitable sales

What You Will Learn:

• DAY 1:   Corporate Strategy: Managing in Times of Disruption
• DAY 2:   Aligning Corporate Strategy with Sales Execution
• DAY 3:   Future Trends vis-à-vis Pandemic
• DAY 4:   The Kuhn Cycle: Patterns in Discovery
• DAY 5:   The Innovator’s Framework
• DAY 6:   Pivot: Business Model Canvas
• DAY 7:   Leadership and Change Management
• DAY 8:   Pricing and Trading Terms Strategies
• DAY 9:   Sales Force Management and Design
• DAY 10: Technology for Decision Making
• DAY 11: Digital Marketing and Communication Strategies
• DAY 12: Integration and Planning

Key Benefits:

Well-Structured Program and World-Class Faculty
The online program offers a venue for high-impact learning with real-time, experiential, and interactive online sessions. Participants will learn from AIM’s world-class faculty and its network of industry leaders and practitioners.

Gain a Strategic and Holistic Mindset of Growth and Profitability in Organizations
The program will help develop the participants’ leadership skills and instill in them a growth and profitability mindset. They will better understand organizational design and sales force motivation, resulting in better and adaptive sales management, strategies, and executions.

Enhanced Sales Strategies and Executions Amidst Challenging Times
The program enables participants to immediately apply new sales generation and distribution models, marketing innovation, and digital adaptation and transformation. They will be able to take advantage of data science and business analytics in effecting strategic change in their organization.

Who Should Attend:

General Managers, Business Unit Heads, Marketing Managers, Trade Channel Managers, Area or District Sales Managers, Entrepreneurs, and other business leaders responsible for revenue growth and business profitability.

Functional Managers who need to expand their framework of thinking and understand and appreciate the dynamics of managing business recovery and growth in turbulent times.