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Description

Sales Action Plan: Setting Priorities, Quantifying Targets and Engaging the Team

Two days to turn annual objectives into dated actions that the team understands and accepts

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

The sales action plan is often reduced to a table of objectives circulated at the start of the year. Actions are neither quantified nor allocated, resources are not prioritised, and the team discovers the document in a meeting without having contributed to it. By the second quarter, no one refers to it any more.

These 14 hours focus on building and presenting the sales action plan. Participants analyse their portfolio, strike the balance between new business and retention, quantify the actions selected and prepare the launch meeting. The approach builds on the sales strategy choices covered in a separate programme.

Learning objectives

  • Analyse your client portfolio to identify growth levers
  • Decide how to split effort between new business and retention
  • Quantify each selected action in terms of expected activity volume
  • Allocate actions across team members with clear deadlines
  • Present the plan to your team and to senior management
  • Track progress using activity indicators

What makes this programme different

An action plan drafted during the programme using the participant's own data
Systematic quantification of every action in numbers of contacts and meetings
A launch meeting prepared and rehearsed in front of a group playing the sales team

Programme

1Portfolio diagnosis

Starting from the facts

  • Client analysis by revenue weight and potential
  • Spotting accounts losing momentum
  • Measuring renewal rates and account losses
  • Identifying realistic room for growth

2Choosing actions and setting priorities

Deciding where to focus effort

  • Balance between acquisition, account development and retention
  • Selecting target accounts and the offers to push
  • Available resources and time constraints
  • Deliberate trade-offs and actions dropped

3Quantification and planning

Actions that fit into a working calendar

  • Translating an objective into activity volume
  • Estimating conversion rates at each stage
  • Action calendar across the year
  • Assigning ownership and deadlines

4Communicating and tracking the plan

Keeping it alive after the presentation

  • Preparing the launch meeting
  • Responding to team objections about workload
  • Delivering a concise presentation to senior management
  • Review points and adjustments during the year

Who is it for

Sales managers, area managers, heads of sales and owner-managers of small organisations responsible for business development.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.