Faculty of Social Sciences

Sagicor Cave Hill School of Business and Management

Short Courses

Strategic Sales Management

Registration is Open

Programme Overview

Transactional to Transformational: Reframing Sales Leadership for the Modern Enterprise

In today’s fragmented, competitive, and digitally-driven marketplace, sales leaders are no longer just managing pipelines—they are shaping strategy, orchestrating enterprise value, and enabling growth. The Strategic Sales Management Programme is designed for sales executives ready to lead this transformation.

As the buying journey becomes more complex and traditional sales tactics fall short. This programme empowers you to redesign your sales strategy around agility, insight, and value creation. You’ll learn to align commercial strategy with customer potential, optimise go-to-market models, and elevate sales from a transactional function to a strategic engine of enterprise growth.

Through interactive sessions, real-world case studies, and expert-led frameworks, you’ll explore shift from legacy selling to enterprise-wide value creation, integrating data-driven selling, commercial agility, and strategic account orchestration in increasingly complex buying environments. You’ll also gain practical tools to:

  • Translate customer intelligence into commercial advantage
  • Engage and influence the C-suite
  • Build a resilient, high-performance sales culture
  • Activate team strengths and inspire accountability

The Strategic Sales Management Programme isn’t about outdated playbooks or one-size-fits-all tactics. It’s a dynamic leadership experience designed to elevate your thinking, strengthen your leadership stance, and equip you with strategies that work across industries, verticals, and customer journeys.

The Strategic Sales Growth Track

Redefining Value in the Modern Sales Ecosystem

  • From Product-Push to Insight-Led Engagement
  • Buyer Behaviour Trends: Consensus Buying, Journey Fragmentation, and Risk Aversion
  • Strategic Selling as Organisational Value Creation, not Persuasion

 

Precision Sales Execution and Go-to-Market Strategy

  • Strategic Segmentation and Territory Design Using Data and Predictive Insights
  • Aligning Resources with Buyer Value and Total Addressable Opportunity (TAO)
  • Performance Intelligence: Sales Dashboards and KPIs that Link Sales Activities to Business Outcomes
  • Leveraging AI/ML for Pipeline Management, Lead Scoring and Sales Forecasting

Strategic Account Management and Commercial Influence

  • Leading Strategic Account Teams for Cross-Sell, Retention, and Expansion
  • Influence Mapping and Relationship Capital in Complex Stakeholder Environments
  • Structuring Sales to Enable Long-Term Customer Success and Enterprise Value

At a Glance

Course Duration:

May 20th – 22nd, 2026

Times:

9:00am – 1:00pm AST

Certificate Awarded:

Professional Development Certificate of Competence

Cost:

US $2,300.00
Register by February 12, 2026 and save 10%

Registration Deadline:

Modality:

Contact Us Today


Direct Contacts

Wanda Monrose
wanda.monrose@cavehill.uwi.edu

Additional Information

Upon successful completion of this programme, participants will be able to:

  • Redesign the sales function to serve long-term value, not just short-term quotas.
  • Lead resilient, future-fit sales teams in tech-enabled environments.
  • Orchestrate high-value accounts and strategic partnerships for long-term impact.
  • Build customer trust and internal alignment across complex sales ecosystems.
  • Apply data-driven insights to lead sales planning, forecasting, and performance management.

Key Features of the Programme 

  • Live Data Tools and Simulations: Experience what modern AI-powered sales leadership looks like—beyond dashboards
  • Sales Leadership Toolkit: A working toolkit to lead sales transformation post-programme
  • Real-World Case Studies: Learn from organisations transforming sales to meet shifting buyer expectations
  • Strategic Account Orchestration Frameworks: Used by top global B2B firms to grow and defend high-value accounts
  • Applied Labs: Tackle your own sales leadership challenges in guided peer labs

Who is this Programme Tailored for? 

  • Sales Directors, Chief Sales Officers and Senior Sales Managers seeking innovative frameworks to build and lead high-performing sales teams, foster a resilient sales culture, and drive measurable productivity and business growth
  • Non-sales Decision-Makers—including those in marketing, finance, or product development—who seek to gain a deeper understanding of effective sales management practices and enhance cross-functional collaboration with sales teams
  • Sales Professionals preparing for managerial roles in B2B and B2C environments
  • Strategic Account Leaders seeking to deepen their ability to drive enterprise growth by orchestrating complex, multi-stakeholder accounts, expanding customer value, and aligning solutions with long-term business impact
  • Business Development Directors and Managers looking to sharpen their ability to identify high-value opportunities, build strategic partnerships, and lead opportunity pursuits that align with enterprise growth priorities
  • Chief Commercial and Marketing Officers aiming to strengthen sales-marketing alignment to increase lead conversion and boost customer retention

All notification of cancellations, deferrals, and substitutions must be received in writing. Please submit your request via e-mail to schsbmopen@cavehill.uwi.edu

CANCELLATIONS

  • The Sagicor Cave Hill School of Business and Management (SCHSBM) reserves the right to make changes to any printed or online information on short courses, instructors, or course information; or cancel any short course due to under-subscription or circumstances beyond its control.
  • Delegates will be notified at least seven (7) days before the start of any course that must be cancelled.
  • Fees for short courses cancelled by the SCHSBM will be refunded in full.
  • The SCHSBM will not be liable for any loss, damages or other expenses that result from course cancellations.

REFUNDS

Due to the costs incurred for program preparation and administration any cancellations received 30 days or less from the program start date are subject to fees as described below. For programs with a virtual component, the start date will be considered the first day of live learning.

Written notice of cancellation received by SCHSBM Refund
30 days or more before the start of the specific course 100% of course fees.
29 to 15 days before the start of the specific course 50% of course fees.
14 days or less before the start of the specific course No refun

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