‏Sales & Marketing Management Mini MBA program.

Course Code: SMCS 23222

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Course Sector:

Sales, Marketing and Customer Service

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Introduction

Training course introducion / brief

The world of sales and marketing has undergone a seismic shift in recent years. Gone are the days when rigid, hierarchical structures and one-size-fits-all strategies sufficed. Today’s customers are sophisticated, informed, and demand tailored solutions. This evolution has transformed the role of Sales Managers into strategic leaders who must navigate complex challenges while driving growth. Similarly, marketing is no longer just about advertising or branding—it’s a powerful methodology for creating value, building loyalty, and ensuring long-term business success.

This program equips participants with the skills, tools, and frameworks to excel in modern sales and marketing management. Through a blend of theory, practical exercises, and real-world case studies, attendees will gain actionable insights to build high-performing teams, execute winning marketing strategies, and drive measurable results.

Conduct structured interviews, performance appraisals, and coaching sessions to maximize team potential.
Implement motivational techniques tailored to individual and team needs.
Foster a strong sales culture that promotes collaboration, innovation, and accountability.
Design and implement Key Performance Indicators (KPIs) aligned with organizational goals.
Use technology and data analytics to enhance decision-making and drive salesforce ROI.
Conduct gap analyses to identify areas for improvement.
Develop targeted training programs and corrective action plans to address underperformance.
Understand and apply the marketing model, including frameworks like SWOT, PESTLE, and the Marketing Mix (Product, Price, Place, Promotion).
Conduct strategic market audits and position products/services effectively in competitive markets.
Segment markets and tailor strategies to meet specific customer needs.
Build strong brands that foster loyalty and emotional connections with customers.
Integrate digital, traditional, and experiential marketing strategies to achieve measurable results.
Measure campaign effectiveness and adjust tactics to maximize ROI.
Adapt leadership styles to manage diverse personalities and teams at different stages of development.
Apply psychological principles to improve interpersonal interactions and team dynamics.
Align sales and marketing strategies with business objectives to achieve sustainable growth.
Differentiate offerings in crowded markets to avoid commoditization and create competitive advantages.
Create actionable strategies to implement learnings in their respective organizations.
Gain clarity on their leadership style and personal motivations to become more effective managers and influencers.

Supervisors, managers, and coaches responsible for leading sales teams.
Experienced sales professionals looking to refine their skills and adopt innovative strategies.
Individuals transitioning from supervisory roles to managerial or leadership positions.
Leaders tasked with driving change initiatives within their organizations.
Marketing professionals seeking to formalize their strategies using proven frameworks.
Individuals new to marketing or transitioning from other functional areas.
Business leaders aiming to differentiate their offerings and break free from commoditization.
Anyone eager to enhance their leadership, managerial, and marketing capabilities.

Building & Managing High-Performing Sales Teams

Attracting, Recruiting, and Retaining Top Talent

Identifying the traits of high performers.
Crafting compelling job descriptions and requirements.
Implementing effective succession planning strategies.

Mastering Interviewing Skills

Structured interview techniques for evaluating candidates.
Behavioral and situational interviewing methods.
Assessing cultural fit and long-term potential.

Performance Appraisal Skills

Setting clear expectations and aligning goals with organizational objectives.
Conducting fair and constructive performance reviews.
Providing actionable feedback to drive improvement.

Effective Coaching Techniques for Managers

Understanding the roles of leader, manager, coach, and mentor.
Delivering actionable feedback and fostering continuous improvement.
Creating a culture of learning and development.

Designing Incentive Programs

Developing performance-based incentive structures.
Balancing short-term rewards with long-term motivation.
Ensuring incentives align with organizational goals.

Leading and Inspiring Sales Teams

Motivation Strategies

Differentiating between intrinsic and extrinsic motivation.
Tailoring motivational approaches to individual needs.
Building a strong, cohesive sales culture.

Fostering a Winning Sales Culture

Defining and reinforcing core values.
Encouraging collaboration while maintaining healthy competition.

Implementing Effective Training Programs

Designing onboarding programs for new hires.
Promoting continuous learning and skill development.

Thinking Outside the Box

Encouraging creativity and innovation in sales strategies.
Case studies of unconventional yet successful approaches.

Navigating Team Development Stages

Understanding the four stages of team development: Forming, Storming, Norming, and Performing.
Addressing challenges at each stage.

Managing Diverse Personality Types

Tools for identifying personality traits (e.g., DISC, MBTI).
Adapting leadership styles to suit different personalities.

Empowering Team Members

Encouraging ownership and accountability.
Supporting personal and professional growth.

Overcoming Resistance to Change

Identifying forces that oppose personal change.
Applying Situational Leadership principles to guide teams through change.

Performance Management for Sales Teams

Defining Key Performance Indicators (KPIs)

Identifying meaningful metrics for sales success.
Aligning KPIs with organizational goals.

Leveraging Technology for Competitive Advantage

Utilizing CRM tools and data analytics to streamline operations.
Automating routine tasks to focus on high-value activities.

Maximizing Return on Investment (ROI)

Analyzing costs vs. benefits of sales initiatives.
Optimizing resource allocation to maximize impact.

Designing Competency Frameworks

Defining core competencies for sales roles.
Mapping competencies to desired outcomes.

Managing Competencies

Assessing and addressing competency gaps.
Developing targeted training programs to bridge gaps.

Coaching Underperforming Team Members

Identifying root causes of underperformance.
Implementing corrective action plans.

Handling Performance Issues Fairly

Navigating the disciplinary process with empathy and accountability.
Ensuring compliance with legal and organizational standards.

Problem-Solving and Decision-Making

Structured approaches to resolving complex issues.
Encouraging team input and collaboration.

Marketing Management Fundamentals

Understanding the Marketing Model

Overview of the marketing process.
Key frameworks such as SWOT, PESTLE, and Porter’s Five Forces.

Optimizing the Marketing Mix

Crafting strategies for Product, Price, Place, and Promotion.
Customizing the mix for specific markets and customer segments.

Conducting a Strategic Market Audit

Analyzing internal strengths and weaknesses.
Identifying external opportunities and threats.

Positioning Products Strategically

Differentiating products/services in crowded markets.
Communicating unique selling propositions (USPs) effectively.

Segmenting Markets for Success

Dividing markets into distinct groups based on demographics, behavior, and needs.
Targeting and tailoring messages to specific segments.

Building Strong Brands

Creating brand equity and fostering customer loyalty.
Strengthening emotional connections with customers.

Creating and Delivering Value

Understanding customer needs and expectations.
Delivering superior value propositions that resonate.

Advanced Marketing Tactics and Leadership

Managing Brands and Product Portfolios

Using portfolio analysis tools like the BCG Matrix.
Prioritizing investments in high-potential brands.

Deploying a Tactical Marketing Mix

Integrating digital, traditional, and experiential marketing strategies.
Measuring campaign effectiveness and ROI.

Leadership Skills for Sales and Marketing Professionals

Inspiring and influencing teams to achieve shared goals.
Leading cross-functional initiatives effectively.

Understanding Human Behavior

Exploring the psychology of motivations and behaviors.
Applying psychological principles to daily interactions.

Final Workshop: Action Planning

Developing personalized action plans to implement learnings.
Sharing insights and commitments with peers.

Boost certificate of completion

BOOST's Professional Attendance Certificate “BPAC” is always given to the delegates after completing the training course, and depends on their attendance of the program at a rate of no less than 80%, besides their active participation and engagement during the program sessions.

ENDORSED EDUCATION PROVIDER

Flexible deadlines

Customized dates accordance to your schedule

Shareable Certificate

Earn certificate upon completion

COURSE METHODOLOGY

Our Training programs are implemented by combining the participants' academic knowledge and practical practice (30% theoretical / 70% practical activities).

At The end of the training program, Participants are involved in practical workshop to show their skills in applying what they were trained for. A detailed report is submitted to each participant and the training department in the organization on the results of the participant's performance and the return on training. Our programs focus on exercises, case studies, and individual and group presentations.

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