People – the Who (Sales Leadership)

Schulich Executive Learning Centre

Schulich Executive Learning Centre

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Who should attend

The program has been designed for sales executives with several years of leadership experience who are, or will be, responsible for strategic direction.

This program is recommended for:

  • Vice presidents, directors of sales, divisional managers
  • National, international, regional or area sales managers
  • Presidents of small and medium businesses

An entry interview assures the program will suit your experience and goals, and ensures the course will provide a fertile, collaborative learning environment with peer participants from a range of business sectors.

About the course

Performance Management That Works Better

  • Fostering mutual intent, respect and purpose
  • Establishing a performance expectation system
  • Engaging in difficult conversations
  • Dealing with ‘quit and stay’ marginal performers
  • Succession planning approaches for ‘high potentials’

Learning Outcome: You are responsible for Sales and People. We are all clear on how to manage “Sales Cycles” but how many of us are clear on how to manage our “People Cycles.” Come away from this day with a clear understanding of the 10 Steps in the People Management Cycle, where your gaps are and a plan to address them.

Sourcing and Attracting Top Talent + Talent Acquisition (interviewing, resume, compensation, incentive, reward)

  • Develop key elements of an effective employment value proposition to hire top performers
  • Improve critical components of the recruitment process to get better hiring results
  • How to interview and what to look for
  • Use data analytics to drive workforce strategies
  • Modelling compensation, incentive and reward
  • Understanding CRM

Learning Outcome: Learn modern techniques for attracting the best talent to your organization. Participate in key exercises to improve critical components of the recruitment process including interviewing and strategies for driving better candidate quality. Learn how to leverage insights to develop a more strategic approach to recruitment and compensation.

Team Coaching & Mentoring Techniques to Drive Higher Performance

  • Ongoing coaching & feedback to improve sales levels
  • Key elements of an effective coaching & mentoring process
  • Adapting your coaching style to the needs of individuals
  • Using questions to illuminate insight and inspire action
  • Inspiring self-directed mastery for breakthrough performance

Learning Outcome: Participants will apply world-class coaching approaches with their current team. Includes a powerful peer-to-peer coaching exercise.

Experts

Cy Charney

Biography Cy Charney is one of the Schulich School of Business, York University’s top instructors. As a leading Canadian thought leader in the area of organizational performance, Cy has developed a variety of unique interventions to help organizations in both the private and public sector become ...

Mark Bowden

Biography Mark is a leader in both European and North American training, with a solid track record of lecturing regularly at the UK’s top universities including Oxford and Cambridge, and academies, including the Royal Academy of Dramatic Art (RADA). A highly distinguished and internationally awar...

Stephen Friedman

Biography Stephen Friedman is an executive coach, career coach, facilitator and trainer, working in the areas of management interpersonal skills, group development, strategic thinking skills and HR for numerous organizations and individuals. His experience with in this area spans over 20 years. H...

Lee-Anne McAlear

Biography Lee-Anne McAlear is an award-winning facilitator, speaker, writer and consultant. She is a program director and sought-after lecturer at the Schulich Executive Education Centre, Schulich School of Business at York University, and a featured speaker with the National Speakers Bureau, spe...

Amar Sheth

Biography Amar is a principal at Sales for Life, a firm focused on pushing boundaries of social selling in the B2B sales landscape. Amar focuses on helping bridge the gap between social business goals and execution. Programs Certificate in Professional Sales› Masters Certificate in Professional S...

David McBride

Biography As Vice-President, HR Operations, Dave has responsibility for the overall HR Operations support for Xerox Canada. These responsibilities include Executive Talent Development, Industrial Labour Relations, Change Management Initiatives and Mergers and Acquisitions. The last 18 years of HR...

Martin Jung

Martin is a plan-and-execute sales professional experienced in managing customers with complex requirements. He is highly proficient at C-level conversations and has top-notch business acumen in all functional areas from sales to operations. His A+ communication skills allow him to give dynamic a...

Scott Wilson

As one of Canada’s leading internet marketing speakers, Scott Wilson appears regularly at events and conferences as an expert on Search Engine Optimization (SEO). Most recently, Scott has spoken and written about the future of Google search trends and keyword ranking for government associations, ...

Stephen Gregory

Since 1989, Steve Gregory has led IsaiX Technologies Inc., a firm specializing in sales organizational development and technology. Their methods and technology supporting sales and sales management, have had significant impact in organizations such as ATB, Merck, Michelin, GDI, KeyBank, TD Amerit...

Videos and materials

People – the Who (Sales Leadership) at Schulich Executive Learning Centre

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

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