Day Long Workshop on Advanced Sales Leadership
Course Description
The sales management function should be the second most powerful role in a business behind the CEO. The role has considerable power to make or break a business. Effective Sales Leaders lead the charge for sales growth directly and via a sales team using sales strategy. They make important decisions about customer acquisition, growth and retention, entry into new markets and viability of a sales force.
The appointment of a Sales Director/Head of Sales/Sales Manager into your business is one of the most important decisions you will make. Getting it wrong can be catastrophic.
A large international study reported that if Sales Managers were more frequently and better trained and coached, have a good sales strategy in place their sales teams achieved higher performance and results. In no other type of sales training was a more positive correlation found between frequency of training and sales performance.
Total Classes: 1
Total Hours: 8
Batch:
Class Schedule: Saturday, Monday & Wednesday (6:15 pm to 9:15 pm)
Tentative Start Date:
Last Date of Admission:
Who Can Attend
Mid and Top-level sales professional, Sales team leader/coordinator, Manager onwards who are in leadership position in sales can participate. This course is also designed for sales professional who intends to be promoted to leadership position from entry level and desire to be enriched him/herself for leadership position can also join. However, Entrepreneur and self-employed are especially encouraged to attend this session.
Learning Objectives:
• What is Leadership?
• In depth understanding ‘What is Sales? ‘ and why leadership in important in Sales?
• Difference between Sales Leader and Sales Manager.
• Why effective Sales Leadership is very important.
• How to improve sales leadership skills?
• Prioritized of sales activities.
• How to building the right sales and people capability?
• Crafting the right sales strategy
• Distinguish between sales force leadership, management, and supervision.
• Motivate the sales team and convert to ultimate revenue.
• Understanding SWOT Analysis.
• Learning of BCG Matrix.
• Being a leader creates confidence
• Leaders are continually learning
• Leaders plan and are goal oriented.
• Leaders are more successful
• Explain five influential strategies used in leadership.
• Discuss issues related to coaching the sales force, holding integrative meetings, and
practicing ethical management.
• Identify some of the problems encountered in leading and supervising a sales force.
Contents of workshop:
Session: 1
• Who is leader?
• Sales Leadership, Sales Management, and Sales Supervision
• Contemporary Views of Sales Leadership
• Leadership Skills
• Principles of strategic sales leadership.
• Creating an Environment of Sales Success?
• Communication Skills
• Influence Strategies
• Inspire Maximum Performance
• Difference between Leader and Boss.
• Creating different ways of “winning”
• Impact effective sales leadership to sales volume.
• DOs and DON’Ts in Sales.
Session: 2
• SWOT analysis in Sales Management.
• Detail Learnings of BCG Matrix.
Session: 3
• Assessing Performance Levels
• Convert Problems to Opportunities
• Prescriptive and Actionable Feedback
• Leadership Through Results Planning
• Planning and conducting
• Getting Out of Your Own Way – Behavior Styles and Management Styles
• Setting Goals, Priorities, Measurements and Expectations
• Integrative Meetings
Session: 4
• Approaches to Management Ethics
• Leadership Model for Sales Management
• Power and Leadership
• Managing the sales force
• Leading for the engagement and performance.
• Factors for effective coaching
• Needs and Wants of Salespeople
• How to measure sales force performance
• How to monitor sales force.
Session: 5
• Motivation style.
• Motivate the motivator
• Twelve traits of highly effective sales leaders.
• Adapting leadership and coaching to individual sales representatives’ styles, needs, and
preferences
• Focusing on team behaviors that lead to business results
• Creating different ways of “winning”
• Building collaboration across functional groups
• Displaying unwavering energy and enthusiasm
• Capturing market share faster model.
• Impact effective sales leadership to sales volume.
Session: 6
• Q & A