Strategic Sales Planning and Forecasting
Strategic Sales Planning and Forecasting
Date and Time
Date: Sep 24-26, 2025, 8:30 AM – 5:00 PM
Venue
Nairobi,Kenya
Overview
This course is designed to equip sales leaders, planners, and business development professionals with the skills to develop data-driven, actionable, and sustainable sales plans. Participants will explore strategic frameworks, forecasting methods, and planning tools that align sales efforts with business goals, market dynamics, and customer needs. Through real-life case studies, tools, and exercises, the course ensures participants are prepared to lead with confidence and clarity.
Learning Objectives
By the end of the course, participants will be able to:
• Design and implement effective sales plans aligned with strategic business goals.
• Apply qualitative and quantitative forecasting techniques.
• Analyze internal and external factors that affect sales performance.
• Align sales targets with market potential and available resources.
• Monitor and adjust sales plans using performance data and KPIs.
Who Should Attend
- • Sales Managers and Team Leaders
- • Business Development Executives
- • Regional and Territory Sales Managers
- • Sales Operations Managers
- • Marketing and Product Managers
- • Entrepreneurs and Start-up Founders
- • Anyone involved in sales planning, forecasting, or performance tracking
Workshop Outline / Modules
Module 1: Introduction to Sales Planning and Forecasting
• Definitions and core concepts
• Strategic vs. tactical planning
• The importance of accurate forecasting
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Module 2: Aligning Sales Plans with Business Strategy
• Understanding strategic objectives
• Role of sales in achieving business growth
• Creating SMART sales goals
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Module 3: Analyzing the Internal Sales Environment
• Sales team capabilities and structure
• Historical performance analysis
• Product/service portfolio review
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Module 4: Market Analysis and Opportunity Assessment
• Market segmentation
• Industry trends and competitive landscape
• Customer profiling
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Module 5: Sales Target Setting and Quota Allocation
• Top-down vs. bottom-up quota setting
• Territory design and resource allocation
• Aligning quotas with growth objectives
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Module 6: Sales Forecasting Fundamentals
• Importance of forecasting in sales
• Forecast accuracy and reliability
• Leading vs. lagging indicators
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Module 7: Qualitative Forecasting Methods
• Salesforce composite forecasting
• Expert opinion and judgmental forecasting
• Opportunity stage weighting
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Module 8: Quantitative Forecasting Methods
• Time series forecasting
• Regression and statistical models
• Predictive analytics using historical data
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Module 9: Sales Funnel and Pipeline Management
• Building a healthy sales funnel
• Pipeline coverage and conversion ratios
• Funnel velocity and forecasting impact
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Module 10: Tools and Technologies in Sales Planning
• CRM and forecasting tools (Salesforce, HubSpot, etc.)
• Sales dashboards and visualization
• Automation and AI in forecasting
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Module 11: Monitoring, Review, and Course Correction
• Setting KPIs and tracking performance
• Mid-cycle reviews and adjustments
• Dealing with forecast variances
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Module 12: Building a Sales Planning Culture
• Embedding forecasting discipline across the sales force
• Cross-functional collaboration (marketing, finance, ops)
• Leadership role in sustaining planning excellence
Facilitator
Global Leadership Institute Certified Trainers
Investment / Fees
- Standard Fee: KSh 89,000 per participant
- Group Discount:(3+ participants)- 10% off the standard fee
- Includes training materials, lunch, tea/coffee breaks, and certificate.
Registration Deadline
Sep 22,2025
How to Register
- Register here: www.leadership.co.ke/register/ or click “Register/Apply to Attend”.
- Then, payment details will be shown/visible & automatically emailed to you.
- Once payment is received, you’ll get a confirmation & pre-read pack 1 week before the workshop.
- Need help? Call +254 722 223 084 or +254 20 260 3433 or +254 722 517 646(9 AM–5 PM EAT).
