Strategy – the What (Sales Leadership)

Understanding Leadership (The Four Pillars of Sales Leadership)

• Explore and apply three powerful elements that shape inspirational Leadership
• Prepare their organization for a values based approach to leading Teams 1 and 2
• Identify the “Four Pillars” of Sales Management business processes
• Examine the “5 Nevers” in leading the sales organization
• Apply four rules that underpin all top performing sales organizations

Learning Outcome: Establish an architecture for your leadership of the sales organization by building an infrastructure sales and sales management business processes and applying proven techniques to inspire top performance.

Situational Leadership

• Helps managers assess their natural leadership style and know what they need to modify to most effectively lead others to drive performance
• Provides managers with a practical framework that helps diagnose gaps in sales rep performance
• Helps managers retain and develop their talent

Building Sales Mastery: Foundations of Confidence and Competence

• Explore the impact of control on confidence and development of competence and simple practices that build sales mastery
• Examine new methods for ‘re-framing’ thinking and communication essential for success in coaching Sales Professionals using examples from goal setting and activity management
• Integrate the key concepts explored into advanced approaches to managing difficult coaching conversations

Learning Outcome: Understand the physiology and psychology that underpins some of the most complex sales and sales management behaviours and develop sales and sales management strategies that build confidence and drive top level sales performance in the face of challenges.

Strategy Alignment/Strategy Execution: Linking Sales Plans & Growth To Company Strategy and Putting Your Plan Into Action

• Corporate strategy fundamentals
• Achieving alignment – Managing Up, Down & Across
• Understanding the true Unique Value Proposition
• Identifying leading indicators that you can manage for success
• Segmenting clients, opportunities and buyers
• Sales structure, selling roles, coverage and deployment
• Motivation and incentives
• Forecasting, quota setting and goal allocation

Learning Outcome: Using a strategy canvas, participants will create a road map to grow revenue, a corporate value proposition and leading indicators of future success. This module links corporate strategy with sales execution. Learn practical methodologies for translating organizational goals into tactics to optimize sales execution.

The Account Development & Opportunity Management Processes

• Identify untapped potential – grow net new business
• Develop a winning competitive strategy
• Get higher, deeper with the proper account strategy
• Gain access to conversations that increase wallet and market share
• Create new opportunities for you and your clients
• Increase sales productivity & reduce sales cycle time

Learning Outcome: Learn how to inspire a client-centred approach to create real value for your clients. Build an account development and opportunity management process that will drive competitive