A tailored course, built for your situation
Mastering ISO 22301 for Tenured Sales Leaders in Beverage Innovation
Build influence through business continuity leadership in fast-moving markets
$199 one-time
24-hour access provisioning
30-day money-back guarantee
Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
Sales leaders are being asked to justify continuity readiness, but most lack the framework fluency to shape the conversation
The situation this course is for
Without structured knowledge of ISO 22301, even tenured leaders default to reactive mode during supply disruptions. They’re excluded from early planning loops, seen as executors, not architects.
Who this is for
Tenured sales leader in CPG or beverage innovation with field operations experience, seeking broader strategic influence beyond quota delivery
Who this is not for
Entry-level reps, pure-play account managers without territory leadership, or practitioners outside regulated product environments
What you walk away with
- Lead continuity conversations in vendor selection and territory planning
- Author ISO 22301-aligned business impact analyses that hold up in cross-functional review
- Shape crisis response playbooks with structured recovery timelines and role mappings
- Influence supplier onboarding decisions using documented continuity criteria
- Present resilience strategies that align with executive-level operational priorities
The 12 modules (with all 144 chapters)
Module 1. Introduction to ISO 22301 and the Role of Sales Leadership
Understand how business continuity planning intersects with sales operations and territory management, especially in regulated consumer goods environments.
12 chapters in this module
- What ISO 22301 covers
- Sales leaders as continuity stakeholders
- Mapping territory risk exposure
- Linking continuity to innovation rollout
- The approval chain for BCP changes
- Common misconceptions in field ops
- How resilience affects distributor trust
- Key clauses in continuity contracts
- Understanding maximum tolerable downtime
- Recovery time objectives by region
- Documenting critical customer dependencies
- Continuity vs. crisis management
Module 2. Understanding Business Impact Analysis
Learn to conduct a sales-focused BIA that captures customer disruption thresholds, channel vulnerabilities, and territory recovery priorities.
12 chapters in this module
- Defining critical revenue streams
- Customer-facing disruption tolerance
- Channel redundancy scoring
- Territory-level RTO mapping
- Prioritizing key accounts
- Input from field teams
- Validating recovery time claims
- Linking BIA to quota impact
- How often to update BIA
- Documenting decision rationale
- Presenting BIA to ops teams
- Using BIA in vendor negotiations
Module 3. Building the Business Continuity Strategy
Design a continuity strategy that reflects sales realities, including remote work fallbacks, distributor continuity, and territory reassignment.
12 chapters in this module
- Defining recovery time objectives
- Identifying redundant channels
- Remote work continuity protocols
- Distributor resilience criteria
- Territory failover planning
- Internal comms during disruption
- Customer notification workflows
- Sales tech stack recovery order
- Recovery location validation
- Testing recovery assumptions
- Budgeting for continuity options
- Aligning strategy with legal
Module 4. Developing the Business Continuity Plan
Create a living document that outlines roles, triggers, response phases, and communication plans tailored to sales operations.
12 chapters in this module
- Defining plan ownership
- Writing clear escalation paths
- Documenting role backups
- Setting activation triggers
- Response phase definitions
- Customer communication templates
- Internal update cadence
- Distributor notification rules
- Field team deployment plans
- Tech access during outage
- Legal disclosure triggers
- Plan version control
Module 5. Exercising the Business Continuity Plan
Run effective continuity drills that validate sales continuity assumptions and build cross-functional credibility.
12 chapters in this module
- Types of exercises
- Planning tabletop drills
- Including sales engineers
- Simulating territory loss
- Testing comms systems
- Vendor participation
- Documenting lessons learned
- Updating role assignments
- Measuring exercise success
- Reporting to leadership
- Scheduling recurring tests
- Building exercise history
Module 6. Maintaining the Business Continuity Plan
Keep the plan current as markets, teams, and technologies change , with minimal overhead.
12 chapters in this module
- Change detection triggers
- Territory reorganization impact
- New product launch reviews
- Distributor changes
- Field team turnover
- Sales tech updates
- Quarterly review rhythm
- Updating documentation
- Version control practices
- Archiving old plans
- Audit readiness checks
- Stakeholder notifications
Module 7. Integrating with Supplier Management
Incorporate continuity requirements into vendor selection, onboarding, and performance reviews.
12 chapters in this module
- Continuity clauses in contracts
- Evaluating vendor BCPs
- Resilience scoring framework
- Onboarding continuity checks
- Vendor audit rights
- Penalties for failure
- Ongoing monitoring
- Reporting vendor gaps
- Preferred vendor status
- Dual sourcing incentives
- Exit continuity planning
- Contract renewal reviews
Module 8. Embedding Continuity into Sales Operations
Make business continuity a routine part of territory planning, innovation rollout, and performance management.
12 chapters in this module
- Incorporating BCP in onboarding
- Territory risk assessments
- Innovation launch checklists
- Performance metrics
- Quarterly continuity reviews
- Sales leadership accountability
- Customer impact assessments
- Distributor continuity ratings
- Training field teams
- Incentive alignment
- Documenting continuity wins
- Sharing best practices
Module 9. Communicating Continuity Across Functions
Speak the language of ops, legal, and compliance to gain a seat at strategic tables.
12 chapters in this module
- Translating sales risks
- Using ISO 22301 terminology
- Aligning with legal teams
- Presenting to finance
- Meeting compliance expectations
- Engaging external auditors
- Responding to requests
- Building cross-functional trust
- Sharing continuity updates
- Collaborating on incidents
- Positioning as a leader
- Gaining influence
Module 10. Leading Through Disruption
Act decisively during actual outages using pre-defined roles, communication plans, and recovery actions.
12 chapters in this module
- Recognizing activation triggers
- Declaring continuity mode
- Initial communication steps
- Mobilizing backups
- Customer outreach
- Internal coordination
- Tracking recovery progress
- Updating leadership
- Managing distributor fallout
- Documenting decisions
- Post-event reporting
- Reverting to normal
Module 11. Preparing for Internal and External Audit
Confidently navigate ISO 22301 audits with complete documentation and proven practices.
12 chapters in this module
- Audit scope definition
- Documenting controls
- Providing evidence
- Common audit findings
- Corrective action plans
- Engaging auditors
- Sales-specific evidence
- Training staff for audit
- Internal audit prep
- Mock audit exercises
- Responding to non-conformities
- Maintaining audit readiness
Module 12. Sustaining Long-Term Continuity Leadership
Become the go-to expert for continuity in sales , building legacy influence beyond any single product cycle.
12 chapters in this module
- Mentoring junior leaders
- Sharing playbooks
- Documenting institutional knowledge
- Succession planning
- Tracking continuity ROI
- Celebrating resilience wins
- Influencing future strategy
- Expanding into other functions
- Contributing to standards
- Speaking at events
- Building external profile
- Leaving a resilience legacy
How this maps to your situation
- Sales leader needs to justify continuity readiness in vendor selection
- Territory disruption during supply chain outage
- Innovation launch delayed due to distributor instability
- Audit identifies gap in sales continuity planning
Before vs. after
Before
Sales leaders operate reactively during disruptions, lacking the framework fluency to shape continuity planning.
After
Leaders confidently lead continuity conversations, influence vendor decisions, and own resilience strategy across their territory.
What's included with your purchase
- 12 modules with 12 chapters each (144 chapters total)
- Downloadable templates and worked examples for every module
- Hand-built implementation playbook delivered alongside course access
- 30-day money-back guarantee
Delivery and format
- Course and learning environment access provisioned within 24 hours of purchase
- Hand-built implementation playbook delivered alongside course access
Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.
Time investment: Approximately 3 hours per module, designed for busy practitioners to complete at their own pace over 6-8 weeks.
If nothing changes
Without structured continuity knowledge, tenured sales leaders are excluded from strategic planning, seen as executors rather than architects.
How this compares to the alternatives
Unlike generic compliance courses, this program is tailored to sales leaders in regulated consumer goods, focusing on real-world continuity decisions , not abstract theory. It delivers specific tools for ISO 22301 application in territory management, vendor selection, and innovation rollout.
Frequently asked
Who is this course for?
Tenured sales leaders in CPG, beverage, or regulated consumer goods who want to expand their influence into continuity and resilience planning.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Do I need prior ISO 22301 experience?
No. The course is designed for practitioners with field operations experience who want to build structured fluency in business continuity.
$199 one-time. Approximately 3 hours per module, designed for busy practitioners to complete at their own pace over 6-8 weeks..
Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.
30-day money-back guarantee·
144 chapters·
Hand-built playbook included·
Account access within 24 hours