Leading the Sales Team Masterclass

The Leading the Sales Team Masterclass will develop skills in:

• The Skills and Qualities of the Professional Sales Manager - Delegates analyse the qualities that industry look for in a sales manager and how this model ties back to their own job role. It provides an early opportunity for participants to identify personal development areas.
• The Sales Manager as a Leader - using the 'enthusiastic beginner: high achiever" model, delegates can assess the attitude and skills of their people, then determine the leadership styles that will be most effective with each individual; cover the manager as a leader; and leadership styles and behaviours.
• The Sales Management Model - an operational model participants use to build a template of standards and activities that will provide:
  
  • the formula for achieving and beating targets
  • key performance indicators relevant to the roles of their people
  • diagnostic check against which individual performance can be evaluated - challenging the concept that 100% of target is the only measure of performance.
• Best Fit Opportunity - Delegates cover:
  
  • How to assess the current and future coaching needs of their people, team, department and organisation.
    
  • How to assess for each individual's capability, potential interests and values.
  • How to identify opportunities for merging individual needs with those of the organisation.
• Coaching in Sales Management - delegates cover the skills of coaching in sales management, including:
  
  • The concept of coaching in sales management - why should we coach?
  • The avenues of learning
  • The coaching framework
  • The 'six-skill coaching set'
  • Formal and informal coaching techniques.
• Planning and Implementing a Field Visit Coaching Programme - this module covers:
  
  • The strategic use of field visits
  • Planning a field visit programme
  • The different types of visit - scheduled, action, random
  • Implementation of a field visit.
• Managing Successful Sales Meetings - delegates learn to structure team events to stimulate, motivate and educate the team, specifically:
  
  • The strategic use of these meetings
  • Creating a motivational agenda
  • Developing action points that impact on sales performance
  • Integrating training and coaching into sales meetings
  • The link between sales meetings and field coaching
  • Individual delivery style and meeting management.
• Managing One-on-One Meetings - this module takes participants through:
  
  • The role of 'one on one' meetings as a key leadership action to develop performance and motivate individuals
  • Creating an agenda that works for the manager and sales person - addressing business and personal issues
  • What should be prepared by both parties
  • The link between 'one on one' meetings and field coaching
  • Managing the one on one meeting.
• Motivation in Sales Management - in this module delegates will:
  
  • Identify the 'motivation factors' that drive them as individuals and their teams
  • Identify how they can use 'internal' and 'external' motivational factors with their teams.
• Personal Action Plan - as participants complete each module they detail in their 'personal action plan' how they will implement learning from the programme in their roles - a useful line management aid.