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Strategic Sales Management Certificate Program

Utilizing Joint Planning and Smart PRO Goals to Build Successful Sales Strategies

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Strategic Sales Management is the art of utilizing collaborative Joint Planning in conjunction with Smart PRO Goals as a core competency to all successful sales strategies. Used as an essential tool for developing, proposing, establishing, and partnering, it secures agreements between the seller and buyer, ultimately providing mutual benefits for both parties to achieve aligned upon targets.

The central issues of this course deal with understanding the differences between both party’s needs yet providing accountability to achieve mutual results. Whether they are the seller’s internal top down and bottom up goals or the customer’s external growth targets, both positions need to be acknowledged and addressed. Attendees will use disruptive strategies and tactics to focus on how they can use these differences skillfully to their competitive advantage.

Spring 2021 - Participate In-Person OR Via Zoom!

8:00am - 12:00pm | Friday's April 9, 16, 23, 30, and May 7

at the UNO Mammel Hall College of Business Administration

$1,495 fee includes all program materials

WHO SHOULD ATTEND

Some level of sales experience is required. This course is designed to be relevant to the broad spectrum of sales leaders - mid-level and senior - who are tasked with owning and delivering key objectives. These individuals are those that rely on team members and customers alike, yet own key decisions, processes, and ultimately results within their organizations.

The purpose will be to create a framework that each participant can implement wholly, partially, or staged to achieve success. It will aid in reducing uncertainties and volatility in the marketplace while delivering upon sought after key performance indicators.

Program Benefits

The goal of this program is for participants to understand and implement what Joint Planning encompasses while utilizing Smart PRO Goals as standards. These concepts will be introducted as a part of your own strategic sales management principles for multi-faceted success. Each participatant will create a Joint Plan framework, including Smart PRO Goals and KPIS, that can then be implemented wholly, partially, or in a staged process in the workplace to achieve results. This framework will aid in reducing uncertainties and volatility in the marketplace while delivering upon sought after key performance indicators.

Topics will include:

  • Strategic sales management
  • Fundamentals of joint planning
  • Smart PRO goal setting
  • Key Performance Indicators (KPIs)

Course Objectives

This course will allow participants the opportunity to develop skillsets around joint planning and smartpro goals and to apply them for increased confidence with exponential growth.

By the end of the program, participants will

  1. Understand the disruptive concept of Joint Planning as a key component of Strategic Sales Management.
  2. Develop, propose, establish, and partner around the Joint Planning concepts while effectively using Smart PRO Goals to monitor performance.
  3. Utilize tactics to execute against sought after needs while delivering benefits to your customers.
  4. Engage and ideate with others while preparing individual working plans that will be presented to the class in preparation for implementation in the workplace.

Cancellation Policy

We understand that changes in plans or schedules may result in a participant not being able to attend the program as planned.

All withdrawal or deferral notifications must be sent in writing via email to mdkrings@unomaha.edu. A full refund may only be obtained if notification is received at least 7 days prior to the program start date. Due to program preparation and administration costs, any withdrawals or deferrals received less than 7 days prior to the program start date are subject to penalty fees as described below:

  • More than 10 days’ notice: 100% Refund
  • 9 to 3 days’ notice: 50% Refund OR 100% deferral to next program
  • Less than 2 days’ notice: 0% Refund OR 50% deferral to next program

Deferrals: Participants may defer to a future program; transfers are valid only within one year of the original program start date. It is the responsibility of the participant to enroll in a course, at which time the balance will transfer. After one year, the balance is non-refundable.