PROGRAM'S BACKGROUND

Leading a world-class sales organization demands tangible skills and knowledge. That's why this program features the following concrete take-away. Sales is the part of your organization where success and failure are most clear. The lifeblood of your company depends on the revenue your team generates. So in this program, we focused on both the importance of long-term strategy and the essential need to achieve in-year, short-term results.

This world-class program will enable you to learn from industry leaders informed by leading edge research and best practices. Realize both immediate results and lasting strategic advantage. Increase revenue, reduce employee turnover, improve sales funnel velocity and enhance return on investment as you transform your sales and organizational culture to achieve in-year results. The main features are:

›       Strategic alignment plan

›       Business plan

›       Change Management Skills

›       Coaching model

›       Innovative approaches to motivation

›       Critical thinking skills

›       Segmentation and coverage strategy

›       Sales management process

›       Compensation plan

›       Opportunity Management Process

›       Innovation model

›       Account development plan

›       Recruitment plan

PROGRAM'S OBJECTIVES

This Program’s Attendees Will Be More Able To:

›       Lead and implement a comprehensive, strategic and tactical approach across all facets of your sales organization

›       Connect and align internal and external stakeholders to lead and catalyze change

›       Innovate how you support corporate strategy and team performance through steward leadership

›       Influence and motivate performance through coaching, communication, recruitment, compensation and learning

›       Integrate processes, structure, and tools to drive results

›       Benefit from a cross-disciplinary approach informed by business, psychology, social science, information technology and adult learning

›       Focus on a company-specific challenge or opportunity from within your own organization as you develop a customized business plan

›       Apply techniques, tools, technologies and best practices from industry leaders, practitioners and researchers at the forefront of sales effectiveness

›       Develop an understanding of process tools as you experience sales performance automation and compensation software on course assignments

›       Link theory to practice with action-based learning which features collaborative exercises, business simulation, business case studies, virtual learning, best-practice sharing, dialogue and peer coaching

›       Actively apply your learning between sessions as you use program content in your company with your team, leading to in-year results

PROGRAM'S ATTENDEES

›       Vice-presidents, directors of sales, divisional managers

›       National, international, regional or area sales managers

›       High-potential leaders with mature sales experience

›       Presidents of small and medium business

PROGRAM'S OUTLINE

STEWARD LEADERSHIP

›       Transforming organizations for success – a leader's perspective

›       Achieving inner integrity: managing yourself and others

›       Innovating through resilience and a culture of change

›       Influencing through building human networks

›       Integrating by aligning people, processes and structure

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

STRATEGY EXECUTION: PUTTING YOUR STRATEGY INTO ACTION

›       Segmenting clients, opportunities and buyers

›       Sales structure, selling roles, coverage and deployment

›       Motivation and incentives

›       Quota setting and goal allocation

ENHANCING YOUR CRITICAL THINKING

›       Applying techniques for innovation

›       Framing and re-framing from multiple perspectives

›       Identifying a 15% solution for your project

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

INFLUENTIAL COMMUNICATION FOR LEADERS

›       Powerful presentation structures that gain attention and influence actions

›       How to get your message heard, understood and remembered

›       Recognize and unleash personal communication strengths to further your impact

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

SOURCING & ATTRACTING TOP TALENT FOR YOUR TEAMS

›       Develop key elements of an effective employment value proposition to hire top performers

›       Leveraging social media to get better hiring results

›       Use data analytics to drive workforce strategies

›       Apply critical thinking to the process of recruitment

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'

CLIENT RELATIONSHIP MANAGEMENT

›       How CRM delivers competitive advantage

›       Effectively deploying CRM

›       Challenges and barriers to implementing CRM and strategies to overcome

COMPENSATION, INCENTIVE & REWARD SYSTEMS

›       Tapping into contemporary value systems

›       Designing effective motivation and compensation programs that drive sales results

›       Defining revenue and non-revenue performance metrics

RE-THINKING CHANGE LEADERSHIP

›       Discovering individual challenges with organizational change

›       Exploring new methods for 're-framing' thinking and communication

›       Advanced approaches to rapport development and reducing resistance

PROBLEM SOLVING & INNOVATING FOR IMPROVED PERFORMANCE IN COMPLEX ENVIRONMENTS

›       Issue Identification: the new leading-edge leadership skill

›       The importance of innovation in achieving strategic objectives

›       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

MANAGING RESOURCE POLITICS

›       Understanding internal company realities

›       Influencing without formal authority

›       Internal negotiation

›       Speaking truth to power

ADDITIONAL DETAILS