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
- 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