Chidi Okoro is the Founder and Executive Consultant of Drugs and Medicaments Nigeria Ltd, providing strategy and business development advisory services across FMCG, pharmaceutical, retail, and Africa-focused organisations. A General Manager–level executive with over 30 years’ experience, he has worked in pharmaceuticals, personal care, food, and telecommunications, with operational exposure across all Nigerian states and four African regions. He previously served as MD of GlaxoSmithKline Consumer Nigeria, CEO Africa for Lucozade Ribena Suntory, and CEO of UAC Foods/Tiger Brands SA JV. A pharmacist with an MBA, he also holds executive qualifications from Lagos Business School and IE Business School. He is a recipient of several leadership and performance awards.
Reinventing the Sales Team for Enhanced Productivity
Reinventing the Sales Team for Enhanced Productivity
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Programme Overview
Organisations today are facing a marketplace reshaped by intense competition, socioeconomic pressures, and the lingering effects of COVID-19. While some continue using traditional transactional selling models, others are attempting rapid transformation with mixed and often underwhelming outcomes. This programme equips participants to rethink outdated approaches and design sales models that remain relevant in a disrupted environment.
Through practical tools, strategic frameworks, and peer-to-peer engagement, participants will explore how to understand evolving customer behaviour, remodel route-to-market structures, and enhance the productivity of their sales organisation. By the end of the programme, they will be positioned to drive more resilient, agile, and customer-focused sales performance.
Key Learning Outcomes
Remodel your route-to-market by strengthening existing channels and identifying new, relevant ones such as e-commerce.
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Sales Strategy, Agility and Customer Behaviour
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Is our selling strategy agile?
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Changes in customer behaviour vs sales and organisational strategy
Route-to-Market (RTM) Redesign and Innovation
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Remodeling our route to market by reviewing/rebuilding the existing RTM model, new opportunities, and building an e-commerce route
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Steps to review and rebuild the company’s route to market
Sales Team Productivity, Capability, and Ethical Performance
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Enhancing sales staff productivity: the (Lean) selling organisation
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Productivity-based reward systems
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Positive behaviour in sales practice; ethical conduct in sales; emotional intelligence
Sales Finance, Profitability, and Operational Discipline
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Sales and organisational profitability
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Sales forecasting, receivables, cash flow/working capital management
Capstone Project
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Capstone Project: Assessing the agility of your organisation’s Route to Market and redesigning it to enhance relevance, productivity, and profitability (submitted on the closing day).
The Admission Process
Begin your path to professional and personal growth with our straightforward enrollment process.
1. Click on the Apply Now button.
2. Select the number of participants to enroll on the programme and then fill in your detials.
3. Request for an invoice or make an instant payment via our secured payment gateway.
4. Upon confirmation of payment, a programme manager will get in touch with you at least three days before the programme commences.