Design a practical operating method for positive sales competition that fits the organisation's size and maturity.
Building a Culture of Positive Competition Among Sales Representatives
A structured, applied course in positive sales competition — designed to be used the week you return.
📍 Cairo🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Attribution in positive sales competition is imperfect; that is not a reason to stop measuring it. Activity in the practice within marketing and commercial practice is easy to generate and easy to mistake for progress. Mature organisations treat the marketing and commercial practice capability as a standing capability rather than a project that finishes. Participants apply positive sales competition to their own commercial team throughout, so the output is directly usable. Participants come from operational and oversight roles, and both perspectives on the wider marketing and commercial practice agenda are used deliberately. Teams frequently over-invest in documenting this strand of marketing and commercial practice and under-invest in testing it. It treats positive sales competition as an operating discipline and equips participants to run it as one. The outcome is a practitioner who can hold a position on the marketing and commercial practice capability and revise it on evidence. It closes by agreeing the smallest change to the wider marketing and commercial practice agenda that would make a visible difference.
Expected Learning Outcomes
Build the content that moves a buyer through positive sales competition rather than merely informing them.
Align positive sales competition with the wider objectives of the commercial team rather than optimising it in isolation.
Align marketing and sales handover within positive sales competition so leads are not lost.
Set measurable objectives for positive sales competition tied to revenue rather than reach.
Communicate the purpose of positive sales competition to those who have to comply with it.
Handle objections in positive sales competition without conceding position immediately.
Who Should Attend
Marketing managers responsible for positive sales competition.
Account managers responsible for retention within positive sales competition.
Brand and communications specialists shaping positive sales competition.
Quality staff verifying that positive sales competition performs as designed.
Product managers whose proposition depends on positive sales competition.
Analysts producing the data on which decisions about positive sales competition rest.
Course Modules
Positive sales competition: retention, loyalty and lifetime value
2 sessions · 8 pointsSession 1Handling the objection to positive sales competition that ends most conversations
- Establish the boundary of positive sales competition and record what sits outside it.
- Choose the next segment for positive sales competition and state why it is next.
- Script the three most common objections in positive sales competition and the responses.
- Verify six months later that changes to positive sales competition have held.
Session 2The claim about positive sales competition competitors cannot copy
- Structure pricing for positive sales competition against perceived value.
- Test the procedure for positive sales competition against a realistic scenario.
- Set the review interval for positive sales competition and who attends.
- Estimate the resource positive sales competition requires to run as designed.
Positive sales competition: channels, content and creative
2 sessions · 8 pointsSession 1Protecting the brand while hitting targets on positive sales competition
- Define qualification criteria that disqualify quickly in positive sales competition.
- Remove steps in positive sales competition that add effort without adding assurance.
- Close out actions on positive sales competition rather than leaving them open indefinitely.
- Set out how exceptions to positive sales competition are requested and approved.
Session 2Who answers for positive sales competition, and to whom
- Map the decision journey for positive sales competition and mark where the choice is actually made.
- Agree the smallest change to positive sales competition that would be visibly useful.
- Plan the sequence in which improvements to positive sales competition will be introduced.
- Test creative for positive sales competition at small scale before full commitment.
Positive sales competition: qualification and pipeline discipline
2 sessions · 8 pointsSession 1Where the buyer actually decides on positive sales competition
- Set out the decisions in positive sales competition that require sign-off and by whom.
- Reduce the variation in how positive sales competition is carried out between teams.
- Define the handover point between marketing and sales in positive sales competition.
- Document the sales process for positive sales competition so a new joiner can follow it.
Session 2Testing the message on positive sales competition before spending
- Compare cost of acquisition against value in positive sales competition.
- Agree the attribution model for positive sales competition and state its known limits.
- Confirm that those complying with positive sales competition understand why it exists.
- Establish who is informed, consulted and accountable in positive sales competition.
Positive sales competition: positioning and the honest claim
2 sessions · 8 pointsSession 1Keeping positive sales competition alive after the initial push
- Build the content that answers the buyer's real question about positive sales competition.
- Measure lifetime value from positive sales competition, not just first purchase.
- Distinguish symptoms from causes when positive sales competition underperforms.
- Build the report on positive sales competition that answers whether to spend more or less.
Session 2The paperwork for positive sales competition that is actually needed
- Set objectives for positive sales competition in revenue terms with a timeframe.
- Design the retention action triggered when a customer of positive sales competition goes quiet.
- Define acceptance criteria for positive sales competition in advance.
- Review whether short-term tactics on positive sales competition are damaging the brand.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Gold Package
At least 3 people
USD1,850
- 5-night stay in a 5-star hotel
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.