Sales Leadership Programme

Course

In Berkhamsted

£ 4,300 + VAT

Description

  • Type

    Course

  • Location

    Berkhamsted

  • Duration

    5 Days

This course will help you to identify and implement the practical steps required to deliver sales performance during periods of tougher market conditions. Suitable for: Those who have at least five years' sales and marketing experience and lead, or are about to lead, a team which is faced with high targets. Those who have the added challenge of managing and leading the team on a remote basis.

Facilities

Location

Start date

Berkhamsted (Hertfordshire)
See map
Ashridge, HP4 1NS

Start date

On request

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Reviews

Teachers and trainers (5)

Barbara Banda

Barbara Banda

Trainer

Jane Alford

Jane Alford

Programme coordinator

John Neal

John Neal

Trainer

Laurence Williams

Laurence Williams

Trainer

Melissa Carr

Melissa Carr

Trainer

Course programme

The Sales Leadership Programme will help you to identify and implement the practical steps required to deliver sales performance during periods of tougher market conditions. During market downturns the role of the sales team needs to be focused on actions that deliver sustainable sales - focusing on existing clients and developing deeper relationships with customers who can become loyal and supportive business partners when times are tough. Customer selection and relationship development are becoming increasingly important - the Ashridge Sales Leadership Programme will provide you with the toolkit to sustain your sales through turbulent times.

What does this programme cover?
High targets call for a high performance sales team.

You know you can sell, so you don’t need technical sales training or lots of theory. This programme is about leading and motivating your sales teams, including remote teams, to perform.

Over five days, you will increase your awareness of effective sales management techniques and develop practical and sustainable personal leadership skills. Prepare for a fast paced and challenging ride.

The programme is nearly always over-subscribed!

What will I learn?

  • About your personal leadership style and actions for improvement
  • How to plan, motivate and manage the performance of your sales team
  • Sales management techniques and their application across your organisation
  • Innovative ways to increase profit through new revenue streams and maximising sales opportunities
  • How to deliver constructive and honest feedback
  • How to achieve a decent work life balance

Who’s it for?
You have at least five years' sales and marketing experience and lead, or are about to lead, a team which is faced with high targets. You may well have the added challenge of managing and leading the team on a remote basis.

How will my company or organisation benefit?
If your organisation has sales leaders who can motivate and develop high performing sales teams, they are on the way to success and increased profit.

Programme Content

An outdoor exercise is used to enhance your observation and communication strategies and teach you how to motivate remote teams.

An outdoor exercise is used to enhance your observation and communication strategies and teach you how to motivate remote teams.

Key learnings from the short, punchy teaching sessions are then applied to the integrative exercise involving actors, CCTV and prickly decisions. You’ll need to be prepared for the unexpected when the proverbial hits the fan on day three!

Plus there are many opportunities to work on and debate your current sales management issues and draw up a personal sales action plan.

The programme follows a ‘ten steps to successful sales management’ journey.

10 steps to successful sales management

DIAGRAM

Step one – the sales management role

  • Process driven
  • Task aware

Step two – sales in the organisation

  • Style
  • Culture
  • Values
  • Objectives

Step three – leadership styles

  • Understanding yourself in the sales context
  • Past successes
  • Future challenges

Step four – creating the sales team

  • Selection
  • Role allocation
  • Organisational structures
  • Delivering sales value

Step five – developing and motivating the sales team

  • Understanding motivation
  • Motivating in the sales environment
  • Developing competence

Step six – performance management

  • Creating clear objectives
  • Qualitative selling
  • Performance review and development

Step seven – building high performance teams

  • Leader-led relationships
  • Giving and receiving feedback
  • Creating a high performance environment

Step eight – implementing sales strategy

  • Leading change and innovation
  • Sales strategy as a key component of corporate strategy
  • Cross functional relationships

Step nine – learning in complex environments

  • Remote leadership
  • Cross cultural leadership
  • Diversity as a competitive advantage

Step ten – audit and review

  • Market dynamics
  • Cost effectiveness
  • Competitive pressures

Programme Structure

Pre programme - We ask you to complete a sales leaders' 360 degree psychometric test. The feedback will help with your action plan.

Pre programme - We ask you to complete a sales leaders’ 360 degree psychometric test. The feedback will help with your action plan.

You will also need to think about sales management issues you are currently facing. The cross fertilisation of these issues with other organisations is the ultimate way to learn.

The programme - Five intense days of experiential activities to help you digest the essential 10 steps to successful management.

Post programme - We encourage you to join the Ashridge Alumni.

Two years down the line, the Sales Strategy for Directors Programme, which offers very complementary learnings, could be a good next step.

What makes this programme different?

  • This is the only programme available which focuses specifically on sales leadership
  • It is a high impact, experiential programme rather than an unmemorable technical ‘tick box’ training course
  • You will meet and network with managers from a wide range of cultures, nationalities and business sectors, gaining valuable insight into different sales management issues
  • The tutors have extensive sales management experience and apply the latest thinking and research to help you improve in the ‘real world’ of your own organisation
  • Access to the Virtual Learning Resource Centre
  • Virtual community facility to maintain valuable networks established on the programme
  • The inspirational surroundings of Ashridge to stimulate your creativity and your ability to look at things from a different angle

Sales Leadership Programme

£ 4,300 + VAT