Foundations of Sales Management

In the digital age, new sales managers don't just face a 10-fold increase in job scope in the first day. They also face a rapidly changing business world that compounds the challenge of deciding where to focus next and how to gain real control over their sales space.

As a result, more than half of all Sales reps promoted to management return to frontline Sales within two years.

This program is all about breaking this avoidable pattern.

In just two days

• Queen's Foundations of Sales Leadership gives new and aspiring Sales leaders a powerful management model with the tools, practices and learning experience they need to own, control and lead their fast-changing Sales world.
• The program includes 4 core modules:
• Driving Sales Productivity – Ensuring Sales leader and team operate with structure and discipline to drive measurable Sales results
• Coaching Sales People – Optimize their personal and team Sales productivity in the context of the broader organization
• Fostering Successful Sales Culture – Within the context of the broader Sales organization, maximize seller engagement with formal, localized strategic Sales purpose
• Building the Sales Leader Action Plan – Multi-track work-outs to develop, practice and apply elements of the program with an action plan for the Sales year ahead

Personal benefits

Increase your confidence, awareness and control in leading Sales teams.

• Understanding how to lead Sales from a position of strength and control
• Sales coaching practices with case experiences to test and refine your skills
• Starter Sales management model, cadence and calendar to orchestrate a team
• Understand the most critical Sales KPIs and how to apply them with a team
• First formation of a personalized Sales Leader Action Plan for the next Sales year

Participants who complete the two-day program are awarded the Foundations in Sales Leadership certificate, Queen’s Executive Education.

Organizational benefits

• Increase Sales leader self-sufficiency and effectiveness in leading Sales teams.
• Faster integration of new Sales leaders into the overall management system
• Reduced workload on Sales Directors+ to coach new Sales leaders
• Earlier visibility, detection and escalation of deep-set Sales challenges
• Faster, more systematic focus and action on Sales KPIs at the team level
• Reduced risk of failure for new Sales Leaders after promotion
• Reduced risk of losing high-potential Sales professionals ready for promotion

Program content

The program uses team-based exercises and expert-led facilitation to explore the cause and effect of the greatest challenges faced by new Sales leaders. The program also explores effective managerial practices and gives participants the opportunity to question and test those practices in role plays and case situations specific to new sales leaders.

Participants finish the program by choosing the development areas and practices they want to apply as part of their next Sales year. Participants are facilitated and supported in developing a personalized Sales Leader Action plan to ensure insights and practices gain traction.

THE PROGRAM IS BUILT AROUND FOUR KEY MODULES:

Driving Sales Productivity

• Face the limited scope of what Sales leaders really control
• Structure a powerful Sales cadence to maximize sales
• Go beyond CRM to use KPIs to drive timely Sales visibility and action
• Develop and harness your Sales ecosystem for step-changes in growth

Coaching Sales People

• Learn how to develop Sales people across the Sales cycle
• Understand how to assess Sales competency gaps and training needs
• Enhance skills in detecting and exiting poor Sales performers
• Sharpen your skills for high-impact, real-time coaching
• Fostering Successful Sales Culture
• Understand and begin to build a successful Sales culture
• Develop a unique Sales team purpose within the broader Sales mission
• Discover practical tactics to foster and maintain Sales team engagement
• Learn skills to handle cultural challenges and maintain momentum

• Sales Leader Action Plan

• Powerful multi-track work-out cycle to apply lessons learned

• Sales Productivity – Sales model, Sales cycle and calendar, Sales KPI diagnostic plan

• Sales Coaching – Real-life Sales case and role-play, expert feedback, development points

• Sales Culture – Sales team purpose statement with enabling, reinforcing tactics