Pideya Learning Academy

Sales Strategy and Planning Techniques

Upcoming Schedules

  • Live Online Training
  • Classroom Training

Date Venue Duration Fee (USD)
13 Jan - 17 Jan 2025 Live Online 5 Day 2750
17 Feb - 21 Feb 2025 Live Online 5 Day 2750
12 May - 16 May 2025 Live Online 5 Day 2750
30 Jun - 04 Jul 2025 Live Online 5 Day 2750
11 Aug - 15 Aug 2025 Live Online 5 Day 2750
08 Sep - 12 Sep 2025 Live Online 5 Day 2750
17 Nov - 21 Nov 2025 Live Online 5 Day 2750
22 Dec - 26 Dec 2025 Live Online 5 Day 2750

Course Overview

In today’s highly competitive and fast-evolving business landscape, organizations are under constant pressure to optimize their sales operations and drive consistent revenue growth. At the heart of this effort lies the ability to strategically plan, manage, and execute effective sales strategies that align with market realities. The Sales Strategy and Planning Techniques course by Pideya Learning Academy is a transformative program designed to help sales professionals and managers enhance their strategic thinking, refine sales territory design, and create structured, performance-driven sales plans.
As global markets become more segmented and customer expectations more personalized, traditional sales approaches are no longer sufficient. According to recent insights from McKinsey & Company, companies that adopt a strategic approach to territory management outperform their peers by up to 30% in revenue growth. Moreover, a Salesforce State of Sales Report reveals that top-performing sales teams are 2.3 times more likely to use data-driven territory planning and advanced route optimization software, making structured planning not just a best practice but a competitive necessity.
This Pideya Learning Academy training addresses these evolving needs by introducing a holistic framework for sales planning. Participants will explore goal-setting techniques grounded in key performance indicators (KPIs), while also learning how to align sales activities with overall business objectives. The course places special emphasis on effective territory segmentation, strategic customer targeting, and the use of digital tools to improve route planning and time utilization.
One of the most valuable aspects of this course is its focus on integrating performance diagnostics into the sales planning process. Participants will learn how to evaluate gaps in their current strategies, leverage CRM data for smarter territory allocation, and design action plans that support individual and team productivity. The course also introduces techniques for strategic selling, where participants will learn how to approach different customer profiles with tailored solutions that resonate.
As part of a rich and insightful learning experience, the course provides participants with exposure to real-world scenarios, modern planning techniques, and structured frameworks that can be immediately applied in their organizations. Learners will gain deeper insight into customer segmentation, identify market potential within territories, and build resilient, agile strategies capable of adapting to dynamic business environments.
Throughout the training, participants will also be guided on how to facilitate internal sales training initiatives within their teams. This ensures that learning extends beyond personal skill development and contributes to the broader growth of the salesforce. By mastering time management principles, route planning strategies, and performance evaluation models, participants will be well-prepared to lead their teams toward greater efficiency and results.
Key highlights of the Sales Strategy and Planning Techniques course include:
Strategic alignment of territory planning with business goals
Identification of performance gaps in sales plans
Use of data-driven tools for route optimization and time management
Development of goal-oriented sales strategies
Advanced methods for customer segmentation and targeting
Integration of team evaluation and sales training frameworks
Structured approach to enhancing territory revenue potential
By the end of the program, participants will walk away with a comprehensive toolkit to design and implement impactful sales strategies that drive revenue, optimize resource utilization, and foster sustainable growth. Whether you’re leading a team or managing key accounts, this Pideya Learning Academy course will empower you with the strategic insights and techniques needed to thrive in today’s complex sales environment.

Key Takeaways:

  • Strategic alignment of territory planning with business goals
  • Identification of performance gaps in sales plans
  • Use of data-driven tools for route optimization and time management
  • Development of goal-oriented sales strategies
  • Advanced methods for customer segmentation and targeting
  • Integration of team evaluation and sales training frameworks
  • Structured approach to enhancing territory revenue potential
  • Strategic alignment of territory planning with business goals
  • Identification of performance gaps in sales plans
  • Use of data-driven tools for route optimization and time management
  • Development of goal-oriented sales strategies
  • Advanced methods for customer segmentation and targeting
  • Integration of team evaluation and sales training frameworks
  • Structured approach to enhancing territory revenue potential

Course Objectives

After completing this Pideya Learning Academy training, the participants will learn to:
Analyze the strategic process behind sales planning and structured territory management
Set measurable sales goals and develop activity-based strategies for sales teams
Apply time management techniques for improved field sales performance
Use digital tools and data insights for efficient route structuring and coverage planning
Execute effective territory mapping based on market potential and client segmentation
Apply advanced methods in strategic selling for different customer profiles
Revise and align sales strategies with organizational objectives and market trends
Structure impactful sales training programs to enhance salesforce capabilities
Maximize territory revenue potential through targeted opportunity management
Integrate performance evaluation into the territory planning cycle

Personal Benefits

Strengthened capabilities in planning and managing sales territories
Enhanced skills in time and route optimization for maximum efficiency
Greater ability to design and implement goal-oriented sales strategies
Advanced understanding of customer segmentation and targeting
Increased confidence in facilitating sales training within teams

Organisational Benefits

Streamlined sales territory planning aligned with business objectives
Enhanced team productivity and sales performance through effective planning
Improved time management leading to better client coverage
Integration of data-driven decision-making into sales processes
Higher salesforce motivation and engagement through structured goal setting

Who Should Attend

This course is designed for:
Sales Managers and Regional Sales Leaders
Key Account Managers
Senior Sales Executives and Supervisors
Business Development Professionals
Territory Managers responsible for planning and execution

Course Outline

Module 1: Integrated Sales Planning and Strategy Alignment
Fundamentals of sales management systems Key phases of the sales planning cycle Alignment of sales goals with organizational strategy Market segmentation and opportunity prioritization Setting measurable sales objectives and KPIs Forecasting demand and resource allocation Strategic account targeting frameworks
Module 2: Sales Execution and Program Rollout
Core elements of sales program implementation Sales channel strategy and deployment Campaign structuring and outreach sequencing Monitoring sales activity efficiency Performance tracking against pipeline stages Use of CRM tools in sales execution Adaptive selling in dynamic market environments
Module 3: Sales Team Performance Measurement and Optimization
Performance evaluation techniques for sales teams Developing sales performance dashboards Sales metrics and analytics for decision-making Feedback mechanisms and coaching models Benchmarking sales team output High-impact incentive and reward systems Retention strategies for top-performing salespeople
Module 4: Self-Leadership and Productivity in Sales
Self-regulation and motivation for sales excellence Emotional intelligence in sales scenarios Goal alignment and self-driven achievement Managing personal growth plans Professional resilience and mindset agility Techniques for overcoming sales burnout
Module 5: Advanced Time and Activity Management for Sales Professionals
Time-blocking techniques for high-output sales routines Sales activity prioritization frameworks (e.g., Eisenhower Matrix) Identifying and eliminating time wasters Optimizing travel and meeting schedules Sales time log analysis and productivity tracking Focus enhancement and cognitive load management
Module 6: Strategic Account and Territory Development
Principles of key account planning Customer segmentation using ABC classification Portfolio analysis for opportunity maximization Sales territory design (build-up vs. breakdown methods) Territory alignment with client clusters and market zones Workload balancing across territories Cost-per-call analysis and ROI modeling
Module 7: Sales Route Planning and Optimization
Routing techniques for field sales Call scheduling optimization Travel route analysis using geographic data Visit frequency modeling and adjustment Deployment of GIS tools in route mapping Reducing travel costs while increasing coverage Route-based lead prioritization
Module 8: Structuring and Organizing the Sales Force
Centralized vs. decentralized sales team models Specialist vs. generalist sales roles Hybrid salesforce configurations Role clarity and job design in sales Criteria for salesforce division Cross-functional collaboration with marketing and service teams Outsourcing vs. in-house sales roles
Module 9: Influencing the Buyer’s Journey and Strategic Selling
Identifying buyer personas and decision-makers Navigating complex sales cycles Managing the sales funnel and stage transitions Addressing objections and risk perceptions Strategic questioning and insight-driven conversations Reading buying signals and red flag indicators Emotional drivers in B2B decision-making
Module 10: Control Systems and Compliance in Sales Management
Control system design in sales organizations Behavioral vs. output-based control Setting up performance audits and compliance checks Ethical standards and regulatory adherence Automating control systems through digital tools Standard operating procedures (SOPs) for consistency Documentation and reporting protocols
Module 11: High-Value Account Strategy and Negotiation
Major account development framework Customized solution selling for key clients Long-term relationship building strategies Collaborative negotiation models Stakeholder mapping and engagement Conflict resolution in strategic accounts Post-sale service integration
Module 12: Enhancing Sales Manager Effectiveness
Discovering leadership strengths in sales management Delegation and team development techniques Conducting effective sales meetings Field coaching and skill assessment Leading through influence and credibility Sales forecasting accuracy and team alignment Talent acquisition and succession planning
Module 13: Next-Generation Sales Techniques and Behavior Science
Behavioral economics in sales psychology How top salespeople think and make decisions Influence triggers and decision accelerators Storytelling and narrative selling Framing and anchoring sales presentations Leveraging social proof and urgency Multichannel persuasion tactics
Module 14: Agile Sales Leadership and Change Management
Proactive sales management frameworks Agile methodologies in sales environments Continuous improvement and adaptation Managing change resistance in sales teams Strategic planning under uncertainty Scenario planning and risk mitigation Cultivating a high-performance sales culture

Have Any Question?

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