Real Estate Sales Strategy

Sales Strategy Workshop - This Workshop is designed to discuss the application of intelligence analysis in the sales planning process. And this approach contributes to integrating the sales planning process into the corporate strategy of the company because, in the strategy analysis and formulation process, we apply models, frameworks, tools, and techniques that also apply to the sales planning and management process. 

Therefore, the expected outcomes of this workshop focus on the transition from traditional to strategic sales planning, by discussing and applying the concepts recommended to support the development of the strategic guidelines. 

The concepts, models, tools, and techniques discussed and practiced during the course focus on the improvement of value creation from the sales function empowered by intelligence analysis, a process which typically applies in the strategy analysis front. 

The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes. 

In this workshop, the primary learning outcome is the ability to apply intelligence analysis to support sales planning process, and by being able to do this, you’ll improve your competencies and skills to support sales planning with a strategic approach. 

Module 1: Budgets and Sales Strategy 

• Sales planning framework
• Sales decision support cycle
• Strategic, tactical and sales operational forecasts
• The strategic approach to business/sales planning
• Various strategic and tactical approaches to business planning

Module 2: The Sales Business Plan and Budget Development 

• Developing the Sales business plan
• Identification of key value drivers
• Achieving objectives
• Zero base budgeting
• Activity based budgeting
• Developing the Cash Budget

Module 3: Forecasting Tools and Applications 

• The forecasting process and its applications
• Basic forecasting techniques
• Projecting sales revenues
• Identifying causal influences on sales revenue
• Time series analysis and forecasting
• Using trend and seasonal variation for revenue forecasting
• Identifying key business drivers