Sales Leadership Masterclass

Day On

Module One |

STRATEGICALLY STEPPING YOUR SALES TEAM UP TO A NEW LEVEL

• Sales leaders the key change agents in a sales force
• How do you know you have a successful sales organisation?
• The 3M’s
• The Sales Metrics Dashboard
• Five Dimensions of a Sales Organisation
• Secrets to Successful Sales Leadership
• The World of Sales and Sales Systems
• Role of the sales manager in the sales system

Module Two |

LEADERSHIP AND MOTIVATION

• Sales Force Effectiveness Drivers
• Managing the Sales Metrics
• Three Levels of Sales Force Metrics
• How to Be an Extraordinary Sales Manager
• Sales Leader Capability v Sales Force Capability
• What is Leadership?
• Building and Leading a Sales Team
• Steps to Establishing a Successful Sales Tea

Module Three |

CREATING THE CAPABLE

SALES FORCE

• Activities and Behaviours of the Sales Team
• Creating a Winning Sales Culture
• Six Dimensions that shape the sales force
• Sales Force Productivity Framework
• Understanding Motivation - Five Motivators

Module Four |

BUILDING A SALES TEAM

THAT SELLS

• Calculate the Cost of Recruitment Failures
• Recruitment and Hiring Sequence
• Qualifications for a Sales job
• Establishing Sales Objectives
• Sales Objective Metrics
• How to Size Your Sales Force for Success
• What do your customers say about your sales force?

Day Two

Module Five |

Sales Goals and Targets

• What are the Goals of the Sales Job?
• Ideal Sales Profile
• Interview Reality Test Check
• Recruiting Goals
• Evaluation, Feedback and Consequences
• Sales Complacency – Solutions to Address
• Complacency
• Sales Activity Performance Standards
• Sales Activity Performance Standards
• Module Six |

EVALUATING SALES PERFORMANCE

• What is Sales Enablement?
• Sales Force Enablement Process
• Sales Performance Management
• Setting Goals and Targets
• How to Set Effective Goals
• A Five Step Process
• The Impact of Sales Force Goals
• Control and Empowerment of Sales Force

Module Seven |

COACHING AND TRAINING THE SALES FORCE

• Competency Guide
• Building Blocks of Control
• Sales Opportunity Management Process
• Account Management Process
• Coaching the Sales Person
• Coaching Myths
• Coaching for Performance
• Appraisals and Counselling Interviews
• Developing a Sales Training Programme

Module Eight |

FORMULATING A WINNING PLAN

• Defining Your Value Proposition
• Sales Strategy Development
• Understanding Market Segmentation
• Your Sales Process is it working?
• Sales Force Activities
• Adding value to the sales process

Day Three

Module Nine|

LEADING A WINNING SALES TEAM

• Sales Force Turnover
• Influences on Sales Force Turnover
• How to Manage Sales Turnover
• Measuring and Understanding Sales
• Turnover Dynamics

Module Ten|

LEADING A WINNING SALES TEAM

• Sales Forecasting
• Salespeople not developing enough
• new business?
• Special Performance Incentives
• Use of Incentives
• Five Motivators

Module Ten|

SALES SUCCESS

• Do you have the right pay mix?
• Controlling the sales force through salary
• and incentives
• Conditions and for Successful Sales
• Change Management
• Achieving Success