Strategy – the What (Sales Leadership)

Leadership and Enhancing Your Critical Thinking

• Transforming organizations for success – a leader’s perspective
• Achieving inner integrity: understanding yourself and others
• Innovating through resilience and a culture of change
• Influencing through building human networks
• Integrating by aligning people, processes and structure

Learning Outcome: Use a world-class sales leadership model to improve your leadership approach and ability to achieve in-year sales results and long-term returns.

Enhancing Your Critical Thinking

• Applying techniques for innovation
• Framing and re-framing from multiple perspectives
• Identifying the strategic solutions

Learning Outcome: Learn how to manage paradox and apply strategic thinking in your business.

Strategy Alignment: Linking Sales Plans & Growth To Company Strategy

• Achieving alignment – up, down & across your organization
• Corporate strategy fundamentals
• Aligning sales & marketing strategies
• Identifying leading indicators that you can manage for success

Learning Outcome: Using a ‘strategy-canvas’, participants will create a roadmap to grow revenue, a corporate value proposition and leading indicators of future success.

Strategy Execution: Putting Your Strategy into Action

• Segmenting clients, opportunities and buyers
• Sales structure, selling roles, coverage and deployment
• Motivation and incentives
• Forecasting, quota setting and goal allocation

Learning Outcome: 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, wider, deeper with the ‘Connections’ 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 advantage.

Leveraging the Most out of Today’s Channels

• Learn the sales efficiencies in the Team Approach in selling
• Effective inside to outside business development
• Learn the latest on B2B selling

Learning Outcome: Participants will also learn the current best practices in B2B selling, methodology, management of, and accountability.

Problem Solving and Innovating for Improved Performance in Complex Environments

• Issue Identification: the new leading-edge leadership skill
• Downstream innovation: the greatest source of innovation – your frontline sales force
• Engaging employees, capturing valuable insights and delivering ideas that create value for your organization

Learning Outcome: A strong understanding of the important role sales people play in problem solving and the innovation process