Program Overview
This expert-led program focuses on helping steel sales teams make smarter decisions on which customers, products, and segments to prioritise for sustainable performance. Participants will gain the ability to optimise customer portfolios, improve sales focus, and align selling effort with profitability. The program uses real steel market scenarios and account-level trade-offs to demonstrate how customer mix decisions drive long-term results.
Features
- Identify high-value vs low-value customers
- Optimise product and segment mix
- Allocate sales effort where it matters most
- Reduce dependency on margin-dilutive accounts
- Align sales strategy with plant and capacity realities
Target audiences
- Sales Heads
- Key Account Managers
- Business Development Managers
- Commercial Strategy Teams
Curriculum
- 7 Sections
- 28 Lessons
- 1 Day
Expand all sectionsCollapse all sections
- Understanding customer profitability reality.4
- Creating meaningful sales segments.4
- Selling the right products to the right customers.4
- Account Focus and Sales Effort Allocation4
- Sales–Operations Alignment4
- Managing Growth Without Dilution4
- Building a Customer Mix Playbook4
Instructor
