Gérer les Décisions (Managing Decisions)

A critical success factor in sales achievement is the ability to play the role of Strategist. Salespeople who understand how clients make decisions and can manage supportive influence provide their organisation with competitive advantage. Salespeople must be able to identify decision makers and key influencers and know how to use this knowledge to win sales.

The Managing Decisions module of the Sales Advantage Series helps high-performing salespeople learn how to interpret the decision dynamics for an opportunity to influence the decision in their favour. In this module, sales professionals learn how to manage key stakeholders in the decision process. They create an Influence Map, which summarises stakeholders' perspectives about your organisation and assesses each stakeholder's level of influence.

In Managing Decisions, salespeople are challenged to provide evidence that supports what they know about the client's decision maker(s) and process. They learn how to leverage the Influence Map to execute influence strategies and how to successfully navigate complex decision processes in customer organisations to win more business.

Program Outcomes

Managing Decisions helps salespeople influence the customer's decision in your organisation's favour by creating strategies that influence the decision-making process.


Wilson Learning believes that learning must be transferred to day-to-day work practices. To achieve this, Managing Decisions includes components and activities that address the following factors:

Participant Readiness: Prepares salespeople for the overall learning experience; pre-workshop communication and an online learning module set the context for learning.

Learning Design: The half-day module equips salespeople with strategies and tools to provide advantage to the selling organisation. The module uses real accounts for practice and planning.

Sustaining Learning: An optional Extended Learning System supports the transfer of learning to work performance and an optional half-day custom application session provides expert consulting on specific sales opportunities.

Enabling Improved Performance

Sales Advantage Series modules feature application, reinforcement and support tools. These tools ensure that salespeople can hone newly acquired skills and behaviours back on the job. Involving sales managers early and training them to coach for improved performance is also fundamental to successful implementation.

To discover how we ensure learning is reinforced and applied for improved performance, see our Learning Transfer Approach.


Organisations that implement the Sales Advantage Series also have access to Wilson Learning measurement and impact evaluation tools. The application session can serve as a leading indicator of behaviour change and potential results. Account planning and coaching tools indicate and demonstrate progress with strategically important accounts.

We are committed to helping you succeed. We will work with you to set up measurement systems to help move desired change forward and sustain the momentum of your implementation.

Learn more about our Measurement and Evaluation Services.

Series Modules

The Sales Advantage Series modules introduce strategic approaches that equip your sales team to provide greater value to your customers and compete more effectively for business. The modules include:

  • Aligning Sales with Business Value
  • Conducting Strategic Business Calls: Discovering Critical Success Factors
  • Aligning with Customer Buying Behaviours
  • Creating Differentiated Offerings
  • Managing Opportunities
  • Managing Decisions
  • Managing Competition

Modules can be taken independently or as a complete series over time. Participants complete pre-work for each module to better leverage session activities that bring the concepts to life through reflection, case work and application of new tools. Salespeople also work on their own client opportunities to advance their understanding and use of the tools.

This offering, like all others from Wilson Learning, can be customised to reflect your sales environment and business priorities and can be integrated with your sales process.

Other Solutions That May Interest You
 Conduire des Entretiens Stratégiques : Découvrir les Facteurs Clés de Succès (Conducting Strategic Business Calls: Discovering Critical Success Factors)
 Créer des Offres Différenciées (Creating Differentiated Offerings)
 Gérer la Concurrence (Managing Competition)
 Gérer les Opportunités (Managing Opportunities)
 La Vente Conseil (The Counselor Salesperson)
 Série Avantage des ventes
 S’aligner sur les comportements d’achat du client (Aligning with Customer Buying Behaviours)

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