Build Your Commercial Action Plan
Build your CAP collaboratively with your team: diagnosis of sales strengths, priority definition, concrete actions and tracking indicators.
They trust us to train their teams
Why build a structured Commercial Action Plan?
An effective CAP is the backbone of your sales performance. Without a clear plan, efforts are scattered and objectives become difficult to achieve.
Diagnose your growth levers
Identify the strengths and improvement areas of your sales organization. Analyze your performance data to determine the priority levers to focus your efforts on.
Unite your teams around common objectives
The collaborative approach ensures buy-in and engagement from everyone. By involving your employees in defining actions, you increase the chances of success and execution.
Steer with clear indicators
Define relevant KPIs and structure a monthly review process. Integrate adjustments in an agile manner to stay on track toward your objectives.
Learning Objectives
At the end of this training, you will be able to:
- Diagnose the strengths and improvement areas of your sales organization
- Define strategic priorities aligned with business objectives
- Build a plan of concrete and realistic actions
- Define tracking and steering indicators
- Mobilize the team around common objectives
Target Audience
This training is for: Sales Directors, Area Managers, Sales Managers, SME/Mid-size Company Executives
Program
Before the Training
- Gather sales performance data and current priorities
- Identify the main challenges for the coming year
During the Training
Diagnose sales strengths
- Conduct an assessment of successes and performance barriers
- Identify priority growth levers
- Use the CAP diagnostic canvas
Co-construct the actions
- Involve teams in defining high-impact actions
- Structure projects by sprint: owner, deadline, KPI
- Facilitate co-construction using the collective intelligence method
Organize the plan over time
- Plan actions on a quarterly basis
- Integrate milestones into management rituals
- Use the dynamic planning matrix
Formalize the Commercial Action Plan
- Structure the plan in a clear and operational format
- Define priorities, indicators and expected deliverables
- Align content with CRM and existing reporting
Share and engage teams
- Organize a kick-off meeting for collective ownership
- Validate commitments and monitoring governance
- Implement the first continuous improvement loop
Teaching Methods
- Work on your real data
- Group co-construction workshops
- Proven Kestio methodology
- Expert feedback from the trainer
The specialist in sales and customer relations for 20 years
100+ programs designed by our instructional engineers and led by 40 field specialists.
Frequently Asked Questions
What is a Commercial Action Plan (CAP)?
A Commercial Action Plan is an operational document that translates your sales strategy into concrete actions. It defines priorities, responsibilities, deadlines and tracking indicators to achieve your sales objectives.
Why build the CAP collaboratively?
The collaborative approach ensures team buy-in and engagement. By involving your employees in defining actions, you significantly increase the chances of success and plan execution.
What deliverables do you get at the end of the training?
You leave with a formalized and prioritized Commercial Action Plan, defined tracking indicators, a deployment calendar and a communication support to engage your team.
Can this training be done as a team seminar?
Yes, this training is ideal in seminar format with the entire sales team. This ensures alignment and buy-in from everyone on the collectively defined objectives and actions.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables funding of our training programs by OPCO. Contact us to get a personalized quote and coverage terms.
Request a Quote
An expert will call you back to discuss your needs and support you.
Contact us directly
Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)